Global Head of GSI Alliances

Canonical; Chicago (IL); Remote; USD 120,000 - 180,000; Full time

Job summary

An established industry player seeks a Global Head of GSI Alliances to spearhead business development with key technology partners. This pivotal role involves leading a dynamic team, developing strategic initiatives, and fostering relationships with GSI partners to enhance Canonical's market presence. The ideal candidate will possess extensive experience in alliance management and indirect sales, coupled with a deep understanding of the open-source landscape. Join a forward-thinking company that values innovation and collaboration, where your contributions will shape the future of technology solutions for enterprise customers.

Benefits

Personal learning and development budget

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Wellness Platform

Opportunity to travel

Priority Pass for travel upgrades

Qualifications

• Experience in alliance and indirect sales management roles.
• Proven leadership and presentation skills.
• Insight into open source and Canonical's competition.

Responsibilities

• Own and drive GSI partner strategy and revenues for Canonical.
• Lead a team towards accelerated revenue growth.
• Build strategic relationships with partners at the executive level.

Skills

Alliances Management

Indirect Sales Management

Leadership Skills

Commercial Experience

Data-Driven Decision Making

Open Source Knowledge

Job description

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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 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 across sectors. The company is a pioneer of global distributed collaboration, with 1200+ 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 partnerships with these key players in the global technology sector. As the publisher of Ubuntu and a leading provider of open source solutions to major technology firms worldwide, we are expanding into the enterprise market where GSIs provide significant operational and tactical capacity. We have seen success with GSIs delivering next-generation private cloud, container, and public cloud solutions built with Canonical Ubuntu, and aim to expand our investment in 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 strategic go-to-market initiatives for Canonical. You will collaborate closely with GSI partners throughout their sales cycles and across their sales organizations to make Canonical their trusted partner for delivering open source solutions at scale for enterprise customers. You will be responsible for ensuring our solutions are embedded at the core of GSI digital transformation platforms.

Our GSI team builds trusted relationships with partners at the executive level, increases Canonical's market share and attach rate, evangelizes partnerships, 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 promote our GSI activities—from campaigns to strategic opportunities and GSI-related events, including Canonical's annual GSI executive summit.

Location : Our company largely works remotely; this role can be based in the Americas or EMEA.

The role entails

1. Own and drive GSI partner strategy, forecast, bookings, and revenues for Canonical
2. Lead and evolve a team towards accelerated revenue growth with GSI
3. Build strategic relationships with partners at the executive level
4. Guide our offering from product management to marketing and scale it through our global sales organization

What we are looking for in you :

The successful GSI Alliance Sales Director will have :

1. Experience in alliance and indirect sales management roles
2. Experience in the GSI sector
3. Deep commercial experience encompassing revenue and margins
4. Proven leadership and presentation skills
5. Insight into open source, Ubuntu, and Canonical's competition and opportunities
6. Track record of data-driven decision-making

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• 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
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, one of the most important open-source projects and a platform for AI, IoT, and the cloud, we are changing the software world. We recruit globally and set high standards for hiring. We expect excellence; to succeed, we need to be the best. Most colleagues work from home since our inception in 2004. Working here is a future-oriented experience that challenges you to think differently, work smarter, learn new skills, and elevate your performance.

Canonical is an equal opportunity employer

We are committed to a workplace free from discrimination. Diversity of experience, perspectives, and backgrounds enhances our work environment and products. We will consider all applications fairly, regardless of your identity.