Remote Global Alliances & Channels Leader

Canonical Group Ltd; Hongkong; Hybrid; HKD 941,000 - 1,412,000; Full time

Benefits offered by this job

Distributed work

Learning budget

Compensation review

Recognition rewards

Holiday leave

Maternity leave

Paternity leave

Wellness platform

Travel opportunities

Travel upgrades

Job summary

Canonical is a globally remote leader in open source and enterprise solutions, seeking a senior leader to drive its global alliances and channel strategies across indirect routes to market.

You will manage partner strategies with GSIs, VARs, ISVs, IHVs/OEMs, silicon and public cloud, aligning product, sales, marketing, and engineering to achieve revenue goals. Travel to partner sites and events is expected, with strong emphasis on executive engagement.

Qualifications

• 10+ years in alliance, channel, partner, ecosystem or indirect sales management.
• Experience with GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud or marketplaces.
• Strong revenue, margins, pipeline forecasting and partner economics experience.
• Proven leadership and executive-level communication skills.
• Ability to align product, sales, marketing, engineering and operations with executives.
• Understanding of open source, Ubuntu, cloud, AI, security and Canonical’s landscape.
• Proven data-driven decision making and execution across global partnerships.
• Strong academic track record; business English fluent.
• Willingness to travel internationally 2–4 times/year.

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

Skills

Partnership management

Channel sales

Strategic leadership

Executive communication

Open source knowledge

Tools

CRM systems

Sales forecasting tools

Job description

Canonical is a globally remote leader in open source and enterprise solutions, seeking a senior leader to drive its global alliances and channel strategies across indirect routes to market.

You will manage partner strategies with GSIs, VARs, ISVs, IHVs/OEMs, silicon and public cloud, aligning product, sales, marketing, and engineering to achieve revenue goals. Travel to partner sites and events is expected, with strong emphasis on executive engagement.