Global Head of GSI Alliances

Canonical; Los Angeles (CA); Remote; USD 120,000 - 180,000; Full time

Job summary

An innovative firm is seeking a Global Head of GSI Alliances to spearhead partnerships with key players in the tech sector. This role involves leading a team to enhance revenue growth and market share through strategic alliances. You'll collaborate with GSI partners, ensuring Canonical's solutions are integral to their digital transformation efforts. The position offers a competitive compensation package, performance bonuses, and a supportive work environment that encourages professional growth and development. If you have a passion for open source and a proven track record in alliance management, this could be the perfect opportunity for you.

Benefits

Distributed work environment

Annual learning and development budget

Recognition rewards

Wellness programs

Travel opportunities

Holiday leave

Maternity/paternity leave

Qualifications

• Experience in alliance and indirect sales management roles.
• Knowledge of open source and Canonical’s competitive landscape.

Responsibilities

• Drive GSI partner strategy and revenue growth.
• Build strategic relationships with partners at the executive level.

Skills

Alliance Management

Indirect Sales Management

Leadership Skills

Data-Driven Decision Making

Education

Bachelor's Degree

Master's Degree in Business

Tools

CRM Software

Salesforce

Job description

Join to apply for the Global Head of GSI Alliances role at Canonical

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, to lead our business development and partnerships with these key players in the global tech sector. As the publisher of Ubuntu and a major provider of open source solutions, we are expanding into the enterprise market where GSIs play a crucial operational and strategic role. We have seen success with GSIs delivering next-generation private cloud, container, and public cloud solutions built with Canonical Ubuntu, and aim to expand these alliances.

Reporting to the VP 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 organizations to position Canonical as their trusted partner for open source enterprise solutions. You will ensure our solutions are embedded in GSI digital transformation platforms.

The GSI team builds trusted relationships at the executive level, increases Canonical’s market share and attach rate, evangelizes partnerships, and manages all business interactions from engineering to CxO levels. The Global Head of GSI Alliances will own the strategy, sales motions, and promotional activities related to GSI partnerships, including campaigns, strategic opportunities, and the annual GSI executive summit.

Location:

Our company primarily operates remotely; this role can be based in the Americas or EMEA.

Role Responsibilities:

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

Qualifications:

• 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
• Knowledge of open source, Ubuntu, and Canonical’s competitive landscape
• Data-driven decision-making skills
• Autonomous, disciplined, and proactive attitude

What We Offer:

We offer competitive worldwide compensation, annual reviews, performance bonuses, and benefits reflecting our values. Benefits include:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Recognition rewards, holiday leave, maternity/paternity leave
• Wellness programs, travel opportunities, and travel upgrades for company events

About Canonical:

Canonical is a pioneer in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, uphold high standards, and foster a diverse, inclusive workplace. Working here is a forward-looking experience that challenges and develops you.

Equal Opportunity Employer:

We are committed to diversity and inclusion, ensuring fair consideration for all applicants regardless of background or identity.