Global Head of GSI Alliances

Canonical; New York (NY); Remote; USD 120,000 - 180,000; Full time

Job summary

An established industry player is seeking a Global Head of GSI Alliances to lead strategic partnerships and business development efforts. This pivotal role will drive growth by fostering relationships with key global system integrators, enhancing market presence, and promoting innovative solutions. The position offers flexibility in a remote-first environment, allowing you to work from anywhere in the Americas or EMEA. Join a pioneering company in open source technology, where your leadership will shape the future of enterprise solutions and contribute to a culture of continuous learning and innovation.

Benefits

Distributed work environment

Learning and development budget

Regular compensation reviews

Recognition rewards

Holiday leave

Parental leave

Wellness programs

Travel opportunities

Qualifications

• Experience in alliance and indirect sales management roles.
• Strong commercial background with a focus on revenue and margins.

Responsibilities

• Drive GSI partner strategy, forecasts, bookings, and revenues.
• Build strategic relationships with partners at the executive level.

Skills

Alliance Management

Indirect Sales Management

Commercial Acumen

Leadership Skills

Presentation Skills

Data-Driven Decision Making

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 leading public cloud and silicon providers, as well as 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. As the publisher of Ubuntu and a major provider of open source solutions, we are expanding into the enterprise market where GSIs play a vital role. We have seen success with GSIs delivering private cloud, container, and public cloud solutions using Canonical Ubuntu, and aim to expand these alliances further.

Reporting to the VP of Global Alliances and Channels, the Global Head of GSI Alliances will lead a team, develop strategic go-to-market initiatives, and work closely with GSI partners throughout their sales cycles. The role involves building trusted relationships at all levels, increasing Canonical's market share, and promoting our GSI activities, including campaigns and events like the annual GSI executive summit.

The position is flexible in terms of location, primarily remote, with the possibility to base in the Americas or EMEA.

Key Responsibilities:

1. Own and drive GSI partner strategy, forecasts, bookings, and revenues
2. Lead and develop a team to achieve revenue growth
3. Build strategic relationships with partners at the executive level
4. Guide product offerings from management to marketing and support sales efforts

Candidate Profile:

• Experience in alliance and indirect sales management roles
• Experience in the GSI sector
• Strong commercial background with a focus on revenue and margins
• Leadership and presentation skills
• Knowledge of open source, Ubuntu, and Canonical's competitive landscape
• Data-driven decision-making skills
• Autonomous, disciplined, and proactive approach

Benefits:

• Distributed work environment with biannual in-person team sprints
• Learning and development budget of USD 2,000 annually
• Regular compensation reviews
• Recognition rewards, holiday leave, parental leave
• Wellness programs and travel opportunities

About Canonical:

Canonical is a pioneer in open source technology, publishing Ubuntu, a key platform for AI, IoT, and cloud solutions. We operate globally with high standards for excellence and a remote-first culture since 2004. Working here offers a future-oriented environment that encourages innovation and continuous learning.

Equal Opportunity Statement:

Canonical is committed to diversity and inclusion, providing a workplace free from discrimination and ensuring fair consideration for all applicants.