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CanonicalGlobal Head of Cloud Alliances
Canonical wants a Global Head of Cloud Alliances to direct business development and partnership work with the main public cloud companies. Canonical publishes Ubuntu, which is…
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About This Role
Canonical wants a Global Head of Cloud Alliances to direct business development and partnership work with the main public cloud companies. Canonical publishes Ubuntu, which is already a trusted guest operating system for leading hyperscalers, and it offers many open source products through cloud marketplaces for business customers. The company has more than 1,200 colleagues in over 80 countries. Location is flexible across the Americas and EMEA, and its direct…
Job Description
Canonical wants a Global Head of Cloud Alliances to direct business development and partnership work with the main public cloud companies. Canonical publishes Ubuntu, which is already a trusted guest operating system for leading hyperscalers, and it offers many open source products through cloud marketplaces for business customers. The company has more than 1,200 colleagues in over 80 countries.
Location is flexible across the Americas and EMEA, and its direct manager is the VP of Global Alliances, a senior executive. The leader heads teams that bring innovation to public cloud platforms, coordinate joint market launches with cloud sellers and marketplaces, and manage global customer and partner contracts. The aim is to grow Canonical's share of the cloud independent software vendor ecosystem, develop cloud channel sales and build executive relationships with partners.
Core responsibilities include owning the global cloud partner strategy and forecast, driving bookings and revenue growth worldwide, and aligning product management, marketing and the global sales organisation. The leader owns the strategy for selling to, through and with cloud partners and promotes Canonical's cloud campaigns, strategic opportunities and events. The role also works closely with partner engineering, product and marketing teams to deliver open-source offerings to cloud customers in volume. Building cross-functional relationships and coaching teams to accelerate revenue are central to the job.
Candidates need an excellent academic record, a first degree in a technical discipline, and a clear track record of leading and developing people. Exceptional leadership and presentation skills, a detailed understanding of open source, Ubuntu and the competitive landscape, and readiness to go abroad twice annually is expected. Experience in alliance or indirect sales, and in public cloud, is an advantage. No salary is stated.
Responsibilities
- Own the global cloud partner strategy, forecasting and bookings
- Drive revenue growth with cloud partners worldwide
- Build cross-functional relationships to align technology and market execution
- Set and coach teams to accelerate revenue with cloud partners
- Build executive relationships with key partners
- Align product management and marketing with the global sales organisation
- Own the strategy for direct selling, resale through partners and co-selling with cloud partners
- Promote cloud campaigns, strategic opportunities and events
Requirements
- Exceptional academic record from high school and university
- First degree in a technical discipline
- Willingness to voice opinions, trade feedback and put forward ideas
- A record of going beyond expectations to achieve strong results
- Commitment to developing and mentoring people
- Passion for technology, shown through personal projects and initiatives
- Exceptional leadership and presentation skills with data-driven storytelling
- Thoughtfulness, self-motivation and accountability
- Able to go abroad twice annually for events of up to two weeks
Qualifications
- In-depth knowledge of open source, Ubuntu and the competitive ecosystem
- Experience running partner-led and channel sales
- Background working in public cloud businesses
- Experience with Linux, with Debian or Ubuntu preferred
Core Skills
Benefits
- Yearly learning budget of USD 2,000 for personal development
- Face-to-face team gatherings twice a year
- Yearly pay review and recognition awards
- Annual holiday leave, plus maternity and paternity leave
- Employee support programme for wellbeing and assistance
- Trips to new cities to meet colleagues, with lounge access and upgraded long-haul travel
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where can this role be based?
Location is flexible across the Americas and EMEA.
Who does the leader report to?
The direct manager is the VP of Global Alliances.
What is the main focus?
The focus is partnership strategy with global public cloud providers, cloud marketplace sales and bookings and revenue growth.
Is a salary stated?
The posting does not specify a salary.
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