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Job Description
The Head of Cloud Alliances at Canonical is responsible for leading global business development and partnerships with public cloud providers, driving joint go-to-market strategies, and expanding the company's presence in the cloud ecosystem through strategic relationships and innovative open source solutions.
Key Responsibilities
- Lead the development and execution of Canonical's global cloud partner strategy
- Build and maintain strong relationships with cloud partners at all organizational levels
- Drive joint go-to-market initiatives, including campaigns, strategic opportunities, and events
- Coordinate with engineering, product management, and marketing teams to deliver open source solutions on cloud platforms
- Manage and grow revenue, bookings, and market share through cloud alliances
- Own and execute strategies for sell-to, sell-through, and sell-with motions with cloud partners
- Guide teams to achieve revenue growth and refine partnership strategies
- Establish and nurture executive-level relationships with key cloud partners
- Align product management and marketing strategies to scale partnership success
Requirements
- Ownership of Canonical s global cloud partner strategy, including leading efforts to forecast, drive bookings, and grow revenue worldwide
- Building strong, cross-functional relationships across teams to ensure a unified approach to technology and market execution
- Inspiring and guiding teams to achieve accelerated revenue growth with Cloud partners, continually refining and evolving strategies for success
- Establishing and nurturing executive-level relationships with key partners to lay the foundation for long-term success and mutual growth
- Steering the offering from concept to execution by aligning product management and marketing strategies while scaling success through the global sales organization
- Exceptional academic track record from both high school and university
- Undergraduate degree in a technical subject
- Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
- Track record of going above-and-beyond expectations to achieve outstanding results
- Leadership and commitment to skills development and mentorship
- Passion for technology evidenced by personal projects and initiatives
- Work ethic and confidence to shine alongside motivated colleagues
- Exceptional leadership and presentation skills, capable of energizing teams and stakeholders while delivering compelling data-driven narratives
- Excellent interpersonal skills, curiosity, flexibility, and accountability
- Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization
- Thoughtfulness and self-motivation
- Result-oriented, with a personal drive to meet commitments
- Ability to travel internationally twice a year for company events up to two weeks long
- In-depth understanding of open source technologies, Ubuntu, and the competitive ecosystem, with an eye for identifying opportunities that others might miss
- Autonomous, disciplined, and proactive in taking ownership and delivering exceptional results
Benefits & Perks
Compensation range varies based on location, experience, and performance
Distributed work environment with twice-yearly in-person team sprints
Annual compensation review
Performance-driven annual bonus or commission
Additional benefits reflecting company values and local needs
Personal learning and development budget of USD 2,000 per year
Recognition rewards
Annual holiday leave
Maternity and paternity leave
Employee Assistance Programme
Opportunity to travel to new locations to meet colleagues
Priority Pass and travel upgrades for long haul company events
Ready to Apply?
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