Alliances & Channels Leader

• 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

• 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. In addition we expect that you will match our values, by being: • Precise, taking care to deliver correctness and clarity. • Reliable, delivering high quality work that builds trust and confidence. • Accessible, collaborating to build products and systems that are usable. • Adroit, blending enthusiasm, knowledge, adaptability, style and character.

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. • Distributed work environment with twice-yearly team sprints in person • Personal learning and development budget of USD 2,000 per year • Annual compensation review • Recognition rewards • Annual holiday leave • Maternity and paternity leave • Team Member Assistance Program & Wellness Platform • Opportunity to travel to new locations to meet colleagues • Priority Pass and travel upgrades for long-haul company events