Cloud Alliances Business Development Lead - Canonical

About the Role

Canonical is seeking a Cloud Alliances Business Development Lead to coordinate our go-to-market strategy with tier-1 Cloud Partners. You will drive joint product roadmaps, formulate go-to-market plans, and manage the processes that enable differentiated offerings anchored to Canonical’s products. This role is pivotal in bridging Canonical’s sales, marketing, and alliances teams with cloud counterparts to drive revenue growth.

Key Responsibilities

• Strategic Alignment: Collaborate with product, engineering, and marketing teams at cloud partners to align on open-source strategies.
• Opportunity Identification: Capture partner requirements, evaluate gaps, and identify new opportunities for Canonical.
• Content Creation: Develop partner- and customer-facing materials, including reference architectures, joint blueprints, webinars, presentations, and white papers.
• Adoption & Enablement: Drive Ubuntu adoption within targeted alliance accounts and lead enablement training for partner delivery and commercial teams.
• Revenue Forecasting: Responsible for quarterly and yearly public cloud-derived revenue budget forecasts.
• Travel: Up to 25% international travel for internal conferences and in-person partnership development.

Requirements

• Exceptional academic track record (high school and university).
• Bachelor’s degree in science, technology, or engineering.
• Proven experience in software development and system architecture.
• Customer-facing experience in software engineering, product management, business development, or technology strategy.
• Excellent communication skills with the ability to synthesize complex material for stakeholders ranging from individual contributors to the C-suite.
• Ability to operate effectively at both strategic and tactical levels.
• Self-motivated and disciplined for a remote-first environment.

Nice-to-Have Skills

• Experience with open-source software and business models.
• Team leadership, product management, or program management experience.
• Understanding of marketing and go-to-market strategy.
• Sector-specific experience in finance, telecommunications, automotive, or public sectors.
• Post-graduate degree in a STEM field.

Benefits

• 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 annual leave, maternity/paternity leave, and wellness programs.
• Travel perks including Priority Pass and upgrades for long-haul company events.