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CanonicalAlliances & Channels Leader
Canonical is recruiting senior leaders for its Global Alliances and Channels groups, with a mandate to drive business development and partnerships with major players in technology.…
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About This Role
Canonical is recruiting senior leaders for its Global Alliances and Channels groups, with a mandate to drive business development and partnerships with major players in technology. Its partner network reaches across systems integrators, resellers, regional distributors, independent software and hardware vendors, chip companies, public cloud providers and other strategic brands. Those partners influence the platforms and delivery models that help enterprises take up open source at scale. The openings are…
Job Description
Canonical is recruiting senior leaders for its Global Alliances and Channels groups, with a mandate to drive business development and partnerships with major players in technology. Its partner network reaches across systems integrators, resellers, regional distributors, independent software and hardware vendors, chip companies, public cloud providers and other strategic brands. Those partners influence the platforms and delivery models that help enterprises take up open source at scale.
The openings are available to people managers and to senior individual contributors, and they are globally remote. The leader is accountable for partner strategy, forecasts, bookings and revenue across one or more indirect channels, grows a team or partner portfolio toward faster revenue, and forges relationships at executive level. Other tasks include designing shared go-to-market plans with sales, product, marketing and engineering, building partner capability through enablement and co-marketing, and carrying product offerings from product management into the global sales organisation. The leader also introduces operating rhythm, pipeline oversight and data-based accountability across complicated partner relationships.
Focus areas might cover channels, GSI, ISV, IHV or OEM work, silicon, cloud, or cross-ecosystem alliances. The posting requires at least a decade in alliance, channel, partner or indirect sales management, a solid commercial record covering margins and partner economics, and the presence to lead presentations from engineering level to the chief executive level. Travel of two to four trips a year for company events is expected.
Responsibilities
- Own partner strategy, forecasts, bookings and revenue across indirect routes to market
- Guide a team or partner portfolio toward faster revenue
- Build executive-level ties with partners, both global and regional
- Design and run joint plans with sales, product, marketing and engineering
- Build partner capability through enablement, co-marketing and planning discipline
- Carry product offerings from product management into the global sales organisation
- Set up an operating cadence, pipeline oversight and accountability based on data
Requirements
- Ten-plus years leading teams in alliances, channels, partners, indirect sales or ecosystems
- Familiarity with GSIs, VARs, distributors, ISVs, IHVs or OEMs, silicon makers, public clouds, marketplaces or strategic alliances
- Solid commercial track record covering income, margin, pipeline control, forecasts and partner economics
- Demonstrated leadership and presentation skills, from engineers to CxOs
- Ability to win executive confidence and keep product, sales, marketing, engineering and ops in step
- Working understanding of the open-source field, cloud and AI trends, security, and rival offerings
- Decisions driven by data and disciplined delivery across complex relationships
- Self-directed, hands-on and determined to get results
- Excellent academic record from school and university
- Business-level English, spoken and written
- Two to four trips per year to company events lasting up to fourteen days
- Shared commitment to the company's values of precision, reliability, accessibility and adroitness
Core Skills
Benefits
- Remote-first working, with two in-person team sprints a year
- A yearly USD 2,000 budget for learning and skill growth
- Yearly pay review and recognition awards
- Paid holidays each year, plus maternity and paternity leave
- Wellness platform and team member assistance program
- Chances to visit new places and meet teammates in person
- Priority Pass access and upgrades on long-haul trips for company events
- Yearly bonus or commission linked to performance
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the role based?
The posting says the positions are globally remote.
What experience is required?
Ten or more years managing alliance, channel, partner or indirect sales is asked for.
How much travel is expected?
Two to four trips a year, for company events lasting up to fourteen days.
What is the salary?
The posting does not state a salary figure. It says pay depends on location, experience and performance.
Sample Interview Questions
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