Alliances & Channels Leader - Canonical

About the Role

Canonical is seeking exceptional partner leaders to join our Global Alliances and Channels organization. As the publisher of Ubuntu, we work with a vast ecosystem including GSIs, ISVs, IHVs, silicon providers, and public clouds. In this role, you will lead, build, or scale strategic partner motions, driving revenue growth and market expansion for Canonical.

Opportunities are available for both people leaders and senior individual contributors.

Key Responsibilities

• Strategy & Revenue: Own and drive partner strategy, forecasting, bookings, and revenue across indirect routes to market.
• Leadership: Lead and evolve a team or strategic partner portfolio to accelerate growth.
• Relationship Management: Build and maintain strategic relationships with global and regional partners at the executive level.
• Go-to-Market: Design and execute joint GTM plans with sales, product, marketing, and engineering teams.
• Enablement: Develop partner capability through sales engagement, technical enablement, and disciplined business planning.
• Governance: Establish operating cadence, pipeline governance, and data-driven accountability.

What We Are Looking For

• 10+ years of experience in alliance, channel, partner, or indirect sales management.
• Deep commercial expertise in revenue, margins, forecasting, and partner economics.
• Proven ability to engage confidently from engineer to CxO level.
• Strong insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, and security.
• Track record of data-driven decision-making and disciplined execution.
• Exceptional academic track record.
• Business-level proficiency in written and spoken English.
• Ability to travel internationally 2-4 times a year for company events.

Our Values

• Precise: Delivering correctness and clarity.
• Reliable: Building trust through high-quality work.
• Accessible: Collaborating to build usable systems.
• Adroit: Blending enthusiasm, knowledge, and adaptability.

What We Offer

• Distributed work environment with twice-yearly in-person team sprints.
• Annual personal learning and development budget of $2,000 USD.
• Performance-driven annual bonus or commission.
• Comprehensive benefits including wellness platforms, maternity/paternity leave, and travel support for company events.