Global Alliances & Channels Architect

Canonical Ltd.; Charlotte Amalie (United States Virgin Islands); Remote; USD 140,000 - 220,000; Full time

Benefits offered by this job

Distributed work environment

Learning budget USD 2,000 per year

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Wellness Platform

Travel opportunities to meet col­leagu

Travel upgrades for events

Job summary

Canonical Ltd. seeks exceptional partner leaders to drive alliances and channels in a globally remote capacity. Lead strategic partner motions, align with engineering and sales, and build durable, mutually valuable relationships with major partner ecosystems.

You will shape joint GTM plans, manage cross-functional initiatives, and scale partnerships across GSIs, VARs, ISVs, IHVs/OEMs and cloud players. Travel 2–4 times per year as needed.

Qualifications

• 10+ years in alliance, channel, partner, ecosystem or indirect sales management roles.
• Experience with GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances.
• Strong commercial experience: revenue, margins, pipeline, forecasting and partner economics.
• Proven leadership and ability to present to executives from engineers to CxO level.
• Ability to build trusted executive relationships across product, sales, marketing, engineering and operations.
• Solid understanding of open source, Ubuntu, enterprise infrastructure, cloud, AI, security and Canonical’s competition.
• Track record of data-driven decisions and disciplined execution across global relationships.
• Autonomous, disciplined, hands-on, get-it-done mentality.
• Strong academic track record from high school and university.
• Business-level written and spoken English.

Responsibilities

• Own and drive partner strategy, forecast, bookings and revenues for Canonical across indirect routes to market.
• Lead and evolve a team or strategic partner portfolio towards 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

Partner management

Channel sales

Executive relationships

Go-to-market planning

Data-driven decisions

Global collaboration

Autonomous mindset

Presentation skills

Open source understood

English proficiency

Job description

Canonical Ltd. seeks exceptional partner leaders to drive alliances and channels in a globally remote capacity. Lead strategic partner motions, align with engineering and sales, and build durable, mutually valuable relationships with major partner ecosystems.

You will shape joint GTM plans, manage cross-functional initiatives, and scale partnerships across GSIs, VARs, ISVs, IHVs/OEMs and cloud players. Travel 2–4 times per year as needed.