Global Head of GSI Alliances

Canonical; Christchurch; Remote; USD 100,000 - 140,000; Full time

Job summary

An established industry player is seeking a dynamic Head of Global System Integrator Alliances to spearhead business development and partnerships in the technology sector. This pivotal role involves crafting go-to-market strategies and fostering relationships with GSI partners, ensuring Canonical's solutions are integral to their digital transformation platforms. Ideal candidates will possess extensive experience in alliance management, a deep understanding of the GSI landscape, and a proven track record of driving revenue growth. Join a forward-thinking company that values innovation, diversity, and continuous learning, while making a significant impact in the open source domain.

Benefits

Personal learning and development budget

Annual compensation reviews

Performance-based bonuses

Holiday leave

Parental leave

Employee Assistance Program

Travel opportunities

Biannual in-person team sprints

Qualifications

• Experience in alliance and indirect sales management roles.
• Deep commercial experience with revenue and margins.

Responsibilities

• Own and drive GSI partner strategy, forecast, bookings, and revenues.
• Lead and evolve a team towards revenue growth.

Skills

Alliance Management

Indirect Sales Management

Leadership Skills

Data-Driven Decision Making

Open Source Knowledge

Job description

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable, and growing.

We have created a new senior leadership role: Head of Global System Integrator (GSI) Alliances. This role will lead our business development and partnerships with key actors in the global technology sector. As the publisher of Ubuntu and a major open source provider, we are expanding into the enterprise market where GSIs provide significant operational capacity. We have seen success with GSIs delivering private cloud, container, and public cloud solutions built with Canonical Ubuntu, and aim to expand these alliances.

Reporting to the VP of Global Alliances and Channels, the Global Head of GSI Alliances will lead a team of representatives and develop our go-to-market strategy. You will work closely with GSI partners throughout their sales cycles, aiming to make Canonical a trusted partner for open source solutions at scale for enterprise customers. Your responsibilities include ensuring our solutions are embedded in GSI digital transformation platforms.

Our GSI team builds trusted executive relationships, increases market share, promotes our partnership, and leads all business interactions, from engineers to CxO level. The role owns the strategy, sales motions, and promotion activities related to GSI partnerships, including campaigns, strategic opportunities, and our annual GSI executive summit.

This largely remote role can be based in the Americas or EMEA.

The role entails:

1. Owning and driving GSI partner strategy, forecast, bookings, and revenues.
2. Leading and evolving a team towards revenue growth.
3. Building strategic relationships with partners at executive levels.
4. Guiding our offerings from product management to marketing, and scaling through our global sales organization.

Ideal candidates will have:

• Experience in alliance and indirect sales management roles.
• Experience in the GSI sector.
• Deep commercial experience with revenue and margins.
• Proven leadership and presentation skills.
• Insight into open source, Ubuntu, and Canonical's competitive landscape.
• A track record of data-driven decision-making.
• An autonomous, disciplined, hands-on, and results-oriented mentality.

We offer:

• A distributed work environment with biannual in-person team sprints.
• A personal learning and development budget of USD 2,000 per year.
• Annual compensation reviews and performance-based bonuses.
• A range of benefits reflecting our values, including holiday leave, parental leave, Employee Assistance Program, travel opportunities, and more.

About Canonical

Canonical pioneers open source technology, publishing Ubuntu—the platform for AI, IoT, and cloud computing. We recruit globally, uphold high standards, and foster a diverse, inclusive workplace. Working here means thinking differently, learning continuously, and pushing your boundaries.

Canonical is an equal opportunity employer, committed to diversity and inclusion, and offers fair consideration to all applicants.