Opportunity at
CanonicalAlliances & Channels Leader
Canonical seeks an Alliances & Channels Leader to direct business development and partnership operations across the global technology landscape. As the publisher of Ubuntu, Canonical provides…
Career Tools
About This Role
Canonical seeks an Alliances & Channels Leader to direct business development and partnership operations across the global technology landscape. As the publisher of Ubuntu, Canonical provides open-source software and operating systems utilized in enterprise AI, IoT, data science, public cloud, and engineering initiatives. This opening suits experienced partner leaders and senior individual contributors who can build robust relationships, shape joint go-to-market strategies, and accelerate revenue growth through an extensive ecosystem…
Job Description
Canonical seeks an Alliances & Channels Leader to direct business development and partnership operations across the global technology landscape. As the publisher of Ubuntu, Canonical provides open-source software and operating systems utilized in enterprise AI, IoT, data science, public cloud, and engineering initiatives. This opening suits experienced partner leaders and senior individual contributors who can build robust relationships, shape joint go-to-market strategies, and accelerate revenue growth through an extensive ecosystem that includes system integrators, value-added resellers, distributors, independent software and hardware vendors, silicon companies, and public clouds.
In this capacity, the professional will govern indirect routes to market, establish pipeline accountability, and coordinate closely with sales, product management, marketing, and engineering divisions. Responsibilities involve managing forecasts and bookings, driving technical enablement, and cultivating executive-level connections with major partners. The position offers remote work flexibility with mandatory international travel for team gatherings two to four times annually.
Canonical operates as a profitable, founder-led enterprise maintaining a globally distributed workforce across multiple countries. The company evaluates compensation annually based on geographical location, experience, and performance, supplementing base pay with performance-driven bonuses or commissions alongside personal learning budgets and wellness programs. Applicants are expected to demonstrate strong autonomy, exceptional academic achievements, and proficiency in business English while aligning with company values of precision, reliability, accessibility, and adaptability.
Responsibilities
- Manage and drive partner strategy, forecasting, bookings, and revenues across indirect routes to market
- Lead or evolve a team or strategic partner portfolio toward accelerated revenue growth and market impact
- Build strategic relationships with global and regional partners at executive levels
- Design and execute joint go-to-market plans alongside partners, sales, product management, marketing, and engineering teams
- Develop partner capabilities through sales engagement, technical enablement, joint marketing, and disciplined business planning
- Guide offerings from product management to product marketing and scale them through the global sales organization
- Establish operating cadence, pipeline governance, and data-driven accountability across complex partner relationships
Requirements
- Over 10 years of experience in alliance, channel, partner, ecosystem, or indirect sales management roles
- Commercial experience encompassing revenue, margins, pipeline, forecasting, and partner economics
- Leadership and presentation skills capable of engaging from engineer to CxO levels
- Understanding of open source, Ubuntu, enterprise infrastructure, cloud, AI, security, and the competitive landscape
- Track record of data-driven decision-making and disciplined execution in complex global relationships
- Autonomous, disciplined, hands-on, get-it-done mentality
- Business-level written and spoken English proficiency
- Availability for international travel two to four times per year for company events lasting up to two weeks
Qualifications
- An exceptional academic track record from high school and university
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
- Performance-driven annual bonus or commission in addition to base pay
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the employment type and remote status for this role?
The posting indicates this is a full-time position that is globally remote. Team members work remotely with required international travel two to four times a year for company events.
What salary and perks are offered?
The specific salary is not stated in the posting. However, compensation is determined by geographic location, experience, and performance, with annual reviews and a performance-driven annual bonus or commission. Additional benefits include a USD 2,000 annual learning budget, wellness platform, maternity and paternity leave, and travel upgrades for long-haul events.
What experience is required to apply?
Candidates must have over 10 years of experience in alliance, channel, partner, ecosystem, or indirect sales management roles, along with deep commercial experience in revenue, margins, pipeline, forecasting, and partner economics.
How can I apply for this position?
The source posting does not specify the exact application instructions or link.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
