Alliances & Channels Leader

Responsibilities

• Own and drive partner strategy, forecast, bookings and revenues across indirect routes to market
• Lead and evolve a team or strategic partner portfolio toward accelerated revenue growth
• Build strategic relationships with global and regional partners at executive levels
• Design and execute joint go-to-market plans with sales, product, and engineering teams
• Develop partner capability through enablement, joint marketing, and disciplined business planning
• Establish operating cadence, pipeline governance, and data-driven accountability

Requirements

• 10+ years in alliance, channel, partner, or indirect sales management
• Experience with GSIs, VARs, ISVs, IHVs/OEMs, silicon, public cloud, or marketplaces
• Deep commercial experience in revenue, margins, pipeline, forecasting, and partner economics
• Proven leadership and presentation skills from engineer to CxO level
• Insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, and security
• Track record of data-driven decision-making across complex global relationships
• Business-level written and spoken English
• International travel 2–4 times a year for company events up to two weeks long

Benefits

• Distributed work environment with twice-yearly in-person team sprints
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review and performance-driven bonus or commission
• Annual holiday leave, maternity and paternity leave
• Team Member Assistance Program and Wellness Platform
• Priority Pass and travel upgrades for long-haul company events

About the Company

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Its platform, Ubuntu, is widely used in public cloud, data science, AI, engineering innovation, and IoT. The company is founder-led, profitable, and growing, with 1,200+ colleagues in 75+ countries.