Global Head of GSI Alliances

Canonical; Singapore; Remote; USD 120,000 - 180,000; Full time

Job summary

Canonical is seeking a Global Head of GSI Alliances to lead partnerships with key technology players. This senior role involves strategy development, team leadership, and collaboration with GSI partners to expand Canonical's presence in the enterprise sector, particularly in open source solutions. The ideal candidate will possess significant experience in sales management and business development focused on strategic alliances.

Benefits

Personal learning and development budget of USD 2,000 per year

Annual compensation review

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 events

Qualifications

• Experience in alliance and indirect sales management roles.
• Deep commercial experience encompassing revenue and margins.
• Proven leadership and presentation skills.

Responsibilities

• Own and drive GSI partner strategy, forecast, bookings, and revenues for Canonical.
• Build strategic relationships with partners at executive levels.
• Lead and evolve a team towards accelerated revenue growth.

Skills

Business Development

Strategic Relationships

Stakeholder Engagement

Verbal Communication

Written Communication

Analytical Skills

Operational Excellence

Crossfunctional Collaboration

Tools

AWS

Salesforce

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 very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1100+ colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder led, profitable and growing.We have created a new senior leadership role, Head of Global System Integrator (GSI) Alliances, to lead our business development and partnership with these important actors in the global technology sector. As the publisher of Ubuntu and the leading provider of open source to major technology firms globally, we are expanding into the enterprise market where GSIs provide significant operational and tactical capacity. We have had good success with GSIs that are delivering next-generation private cloud, container, and public cloud solutions built with Canonical Ubuntu, and are looking to expand our investment in these alliances.Reporting to the VP Global Alliances and Channels, the Global Head of GSI Alliances will lead a team of representatives and develop that strategic go-to-market strength for Canonical. You will work closely with GSI partners throughout their sales cycles and across their sales organizations to make Canonical their trusted partner to deliver opensource solutions at scale for their enterprise customers. In this role you will be responsible for ensuring that our solutions are used or embedded at the core of GSI digital transformation platforms.Our GSI team builds trusted relationships with partners at executive level, increases Canonical market share and attach rate, evangelizes the partnership and leads all business interactions from engineers to CxO level. The Global Head of GSI Alliances will own the strategy, sell-to, sell-through and sell-with motions with all GSI partners, as well as promotion of our GSI related activities - from campaigns, to strategic opportunities and GSI related events (including Canonical s yearly GSI executive summit).Our company largely works from home, this role can be based in the Americas or EMEA.The role entails Own and drive GSI partner strategy, forecast, bookings and revenues for Canonical Lead and evolve a team towards accelerated revenue growth with GSI Build strategic relationships with partners at executive levels Guide our offering from product management, to product marketing, and scale it through the support of our global sales organizationWhat we are looking for in you:The successful GSI Alliance Sales Director will have : Experience in alliance and indirect sales management roles Experience in the GSI sector Deep commercial experience encompassing revenue and margins Proven leadership and presentation skills Insight into open source, Ubuntu and Canonical's competition and opportunities Track record of data-driven decision-making An autonomous, disciplined, hands-on, get-it-done mentalityWhat we offer colleagues 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 Employee Assistance Programme Opportunity to travel to new locations to meet colleagues Priority Pass, and travel upgrades for long haul company eventsAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.Canonical is an equal opportunity employerWe are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.,

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