Alliances & Channels Leader

About the role

Canonical is seeking exceptional partner leaders to drive business development and partnership strategies across its global technology ecosystem. The role involves managing strategic partner motions, including GSI, ISV, and cloud partnerships, to accelerate revenue growth and market expansion for Ubuntu and enterprise open source solutions. Candidates will lead high-impact initiatives, build executive-level relationships, and align internal teams to convert partner potential into measurable customer impact.

Responsibilities

• Own and drive partner strategy, forecast, bookings and revenues for Canonical across one or more indirect routes to market
• Lead and evolve a team or strategic partner portfolio towards accelerated revenue growth and market impact
• Build strategic relationships with global and regional partners at executive levels
• Design and execute joint go-to-market plans with partners, sales, product management, product marketing and engineering teams
• Develop partner capability through sales engagement, technical enablement, joint marketing and disciplined business planning
• Guide our offering from product management, to product marketing, and scale it through the support of our global sales organisation
• Establish operating cadence, pipeline governance and data-driven accountability across complex partner relationships

Required skills

• Alliance management
• Channel management
• Indirect sales management
• Revenue forecasting
• Pipeline management
• Partner economics
• Executive presentation
• Open source
• Cloud infrastructure
• Data-driven decision-making

Qualifications

• Exceptional academic track record from high school and university

Benefits

• Personal learning and development budget
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program
• Wellness Platform
• Travel opportunities
• Priority Pass
• Travel upgrades

About the Company

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software.