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CanonicalAlliances & Channels Leader
Canonical, the publisher of the Ubuntu operating system and a key provider of open source software for global technology and enterprise markets, is hiring an Alliances…
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About This Role
Canonical, the publisher of the Ubuntu operating system and a key provider of open source software for global technology and enterprise markets, is hiring an Alliances and Channels Leader. This globally remote position offers openings for both senior individual contributors and people leaders who can build and scale strategic partner motions across cloud, silicon, ISV, IHV, OEM, GSI, and channel ecosystems. The selected professional will manage indirect routes to market,…
Job Description
Canonical, the publisher of the Ubuntu operating system and a key provider of open source software for global technology and enterprise markets, is hiring an Alliances and Channels Leader. This globally remote position offers openings for both senior individual contributors and people leaders who can build and scale strategic partner motions across cloud, silicon, ISV, IHV, OEM, GSI, and channel ecosystems. The selected professional will manage indirect routes to market, develop joint go-to-market strategies, and collaborate closely with partners throughout product, sales, delivery, and executive planning cycles to drive customer impact and revenue growth.
The ideal candidate possesses a hands-on, autonomous mentality and a track record of data-driven execution within complex global environments. Canonical operates as a distributed company where employees work from home, supplemented by mandatory international travel two to four times a year for company events lasting up to two weeks. Team members receive annual compensation reviews, a personal learning and development budget, performance-driven bonuses or commissions, and local benefits tailored to regional needs.
Responsibilities
- Own and drive partner strategy, forecasts, bookings, and revenue for Canonical across indirect routes to market
- Lead and evolve a team or strategic partner portfolio to accelerate revenue growth and market impact
- Establish strategic relationships with regional and global partners at executive levels
- Design and execute joint go-to-market plans alongside partners, sales, product management, product marketing, and engineering teams
- Grow partner capabilities via sales engagement, technical enablement, joint marketing, and disciplined business planning
- Guide company offerings from product management to product marketing and scale them through the global sales organization
- Set up operational cadence, pipeline governance, and data-driven accountability across complex partner relationships
Requirements
- Minimum of ten years of experience in alliance, channel, partner, ecosystem, or indirect sales management roles
- Commercial expertise spanning revenue, margins, pipeline, forecasting, and partner economics
- Proven presentation and leadership skills capable of engaging stakeholders from engineers to the CxO level
- Familiarity with open source, Ubuntu, enterprise infrastructure, cloud, AI, security, and the competitive landscape
- Demonstrated history of data-driven decision-making and disciplined execution in global relationships
- An autonomous, hands-on, and disciplined get-it-done mentality
- Business-level written and spoken English proficiency
- Availability for international travel two to four times annually for company events lasting up to two weeks
Qualifications
- Exceptional academic track record spanning high school and university
- Experience working with global system integrators, value-added resellers, distributors, independent software vendors, independent hardware vendors, original equipment manufacturers, silicon companies, public clouds, marketplaces, or strategic technology alliances
Core Skills
Benefits
- Distributed work environment with twice-yearly in-person team sprints
- Personal learning and development budget of USD 2,000 per year
- Annual compensation reviews
- Recognition rewards
- Annual holiday leave
- Maternity and paternity leave
- Team Member Assistance Program and Wellness Platform
- Priority Pass and travel upgrades for long-haul company events
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, this is a globally remote position, though employees are required to travel internationally two to four times a year for company events lasting up to two weeks.
What is the employment type?
The posting indicates this is a full-time role with opportunities available for both people leaders and senior individual contributors.
What is the salary for this role?
The posting does not specify a salary amount, noting only that compensation is shaped by geographical location, experience, and performance, and includes a performance-driven annual bonus or commission.
What qualifications are required regarding education?
Candidates must possess an exceptional academic track record from both high school and university.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
