Remote opportunity at
CanonicalCloud Alliances Business Development Lead
Canonical is hiring a full-time Cloud Alliances Business Development Lead who will work remotely from the Americas. The role coordinates Canonical's go-to-market activity with tier 1…
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About This Role
Canonical is hiring a full-time Cloud Alliances Business Development Lead who will work remotely from the Americas. The role coordinates Canonical's go-to-market activity with tier 1 cloud partners. Responsibilities include shaping joint product roadmaps, keeping delivery on track, and writing go-to-market plans, collateral and processes that let Canonical offer differentiated products backed by lifecycle support. The lead acts as a bridge between the sales and marketing functions and the alliances…
Job Description
Canonical is hiring a full-time Cloud Alliances Business Development Lead who will work remotely from the Americas. The role coordinates Canonical's go-to-market activity with tier 1 cloud partners. Responsibilities include shaping joint product roadmaps, keeping delivery on track, and writing go-to-market plans, collateral and processes that let Canonical offer differentiated products backed by lifecycle support.
The lead acts as a bridge between the sales and marketing functions and the alliances function at Canonical, and their counterparts at the cloud providers, so that both sides can serve customers and prospects together. The lead also prepares quarterly and yearly forecasts for revenue generated through public cloud channels. Day-to-day work includes lining up messaging and launch timing with marketing and product colleagues, producing partner and customer material such as reference architectures, joint blueprints, webinars, slide decks, videos and whitepapers, and promoting Ubuntu adoption among target alliance accounts.
The job also means training partner staff in development, delivery, support and sales roles, and persuading cloud customers to build on Canonical technology. Expect up to 25 percent travel, including overseas trips for internal conferences and for meeting partners face to face.
The ideal person has worked in software development or system architecture, and has worked directly with customers in roles such as engineer, product manager, business developer or technology strategist. They should use data to drive decisions, handle technically complex topics, think both strategically and tactically, and communicate with everyone from individual contributors to executives. A self-directed working style suits a company that operates remote-first. Canonical says Ubuntu powers workloads in public cloud, analytics, machine learning and Internet of Things settings.
Responsibilities
- Work alongside product, engineering, alliance and marketing colleagues at a cloud provider so open source strategy stays aligned
- Gather partner needs, assess gaps and spot opportunities for Canonical
- Coordinate messaging, content and launch plans with marketing and product teams
- Produce reference architectures, joint blueprints, webinars, slide decks, videos and whitepapers for partners and customers
- Drive Ubuntu adoption in target alliance accounts and train partner teams
- Persuade cloud customers to build on Canonical technology
Requirements
- Bachelor's degree in a science, technology or engineering discipline
- Background in writing software and designing system architectures
- Experience working with customers in roles such as engineering, product management, business development or technology strategy
- Clear communication with audiences from engineers to executives
- Both strategic and tactical thinking
- Self-driven and disciplined in a remote-first team
- Strong academic record through school and university, or a clearly explained alternative route
Qualifications
- Familiarity with open source software and its business models
- Leadership of a team, or product or programme management experience
- Background in marketing and go-to-market planning
- Sector knowledge in finance, telecoms, automotive or the public sector
- Working knowledge of how independent software and hardware vendors take products to market
- Master's or doctoral qualification in a scientific, technical or engineering discipline
Core Skills
Benefits
- Pay reviewed every year
- Performance-linked annual bonus or commission
- Yearly learning allowance of USD 2,000 for personal development
- Team sprints held in person twice each year
- Annual holiday allowance plus maternity and paternity leave
- Wellbeing platform and assistance programme for team members
- Recognition rewards
- Chances to visit new cities and meet colleagues face to face
- Priority Pass lounge access and upgraded seats on long-haul company trips
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 describes it as remote and based in the Americas region.
How much travel is involved?
Up to 25 percent, including overseas trips for conferences and in-person partner meetings.
Is a salary stated?
No figure is given. Pay is said to depend on location, experience and performance, and bonuses or commission can apply.
Is a degree required?
A bachelor's degree in a science, technology or engineering subject is required. A postgraduate qualification is a plus.
Sample Interview Questions
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