Alliances & Channels Leader

The role entails

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

What we are looking for in you:

10+ years of experience in alliance, channel, partner, ecosystem or indirect sales management roles

Experience in one or more of GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances

Deep commercial experience encompassing revenue, margins, pipeline, forecasting and partner economics

Proven leadership and presentation skills, with the ability to engage confidently from engineer to CxO level

Ability to build trusted executive relationships while aligning product, sales, marketing, engineering and operations teams

Insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, security and Canonical’s competition and opportunities

Track record of data-driven decision-making and disciplined execution across complex, global relationships

An autonomous, disciplined, hands-on, get-it-done mentality

An exceptional academic track record from high school and university.

Business level written and spoken English.

Sincere personal motivation aligned with our mission.

International travel 2-4 times a year for company events up to two weeks long.