Global Alliances & Channels Executive

Canonical Ltd.; Wien; Remote; EUR 120,000 - 190,000; Full time

Benefits offered by this job

Learning budget USD 2,000/year

Annual compensation review

Recognition rewards

Holiday leave

Maternity/Paternity leave

Wellness platform

Travel opportunities

Team sprints

Job summary

Canonical is seeking senior partner leaders to drive strategic alliances, channel programs, and partner-driven revenue globally. You will shape partner strategy, build executive relationships, and design joint GTM plans with sales, product and engineering teams.

The role offers remote work and travel 2–4 times a year, with a focus on GSIs, VARs, ISVs, IHVs/OEMs, silicon and cloud partners. We value an autonomous, data‑driven mindset and a strong open source background, plus the ability to engage

Qualifications

• 10+ years in alliance or indirect sales leadership roles.
• Experience with GSIs, VARs, distributors, ISVs, IHVs/OEMs, cloud and marketplaces.
• Strong revenue, margins, pipeline forecasting knowledge.
• Proven ability to lead teams and present to CxO levels.
• Ability to align product, sales, marketing, engineering and ops.
• Knowledge of Canonical and open source ecosystem.

Responsibilities

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

Skills

Alliance experience

Channel sales

Partner ecosystem

Executive stakeholder mgmt

Open source

Global GTM

Leadership

Data-driven

Job description

Canonical is seeking senior partner leaders to drive strategic alliances, channel programs, and partner-driven revenue globally. You will shape partner strategy, build executive relationships, and design joint GTM plans with sales, product and engineering teams.

The role offers remote work and travel 2–4 times a year, with a focus on GSIs, VARs, ISVs, IHVs/OEMs, silicon and cloud partners. We value an autonomous, data‑driven mindset and a strong open source background, plus the ability to engage