Global Head of GSI Alliances

Canonical; Raleigh (NC); Remote; USD 120,000 - 180,000; Full time

Job summary

An established industry player is seeking a Global Head of GSI Alliances to lead business development and partnerships in the tech sector. This pivotal role involves developing strategic go-to-market plans and fostering relationships with GSI partners to enhance market presence. With a focus on delivering open source solutions at scale, you will drive revenue growth and promote Canonical's innovative offerings. Join a forward-thinking company that values remote work and offers a dynamic environment for professional growth and collaboration.

Benefits

USD 2,000 annual learning budget

Performance bonuses

Recognition rewards

Holiday leave

Parental leave

Wellness programs

Travel opportunities

Travel perks for events

Qualifications

• Experience in alliance and indirect sales management roles.
• Proven leadership and presentation skills.
• Insight into open source and competitive landscape.

Responsibilities

• Owning and driving GSI partner strategy and revenues.
• Leading a team to accelerate revenue growth.
• Building strategic relationships with partners.

Skills

Alliances Management

Indirect Sales Management

Leadership Skills

Data-Driven Decision Making

Open Source Knowledge

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. We have a global, distributed team of 1200+ colleagues in 75+ countries, with few office-based roles, meeting in person 2-4 times a year at interesting locations worldwide.

The company is founder-led, profitable, and growing.

We are creating a new senior leadership role, Head of Global System Integrator (GSI) Alliances, to lead our business development and partnerships with key actors in the global tech sector. As the publisher of Ubuntu and a major open source provider, we are expanding into the enterprise market where GSIs offer significant operational capacity. We have seen success with GSIs delivering next-gen private cloud, container, and public cloud solutions built with Ubuntu, and aim to expand these alliances.

Reporting to the VP of Global Alliances and Channels, the Global Head of GSI Alliances will lead a team, develop strategic go-to-market plans, and work closely with GSI partners throughout their sales processes. The goal is to position Canonical as a trusted partner for delivering open source solutions at scale, ensuring our solutions are embedded in GSI digital transformation platforms.

The GSI team builds trusted relationships at executive levels, increases Canonical’s market share, and promotes our partnerships through campaigns, strategic opportunities, and events like our annual GSI executive summit. The role involves owning and executing strategies, sales motions, and promotional activities with GSI partners.

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

The role entails:

1. Owning and driving GSI partner strategy, forecast, bookings, and revenues
2. Leading and evolving a team to accelerate revenue growth
3. Building strategic relationships with partners at executive levels
4. Guiding product management, marketing, and scaling efforts 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
• Insight into open source, Ubuntu, and Canonical’s competitive landscape
• Track record of data-driven decision-making
• Autonomous, disciplined, hands-on, results-oriented mentality

What we offer:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual compensation review and performance bonuses
• Additional benefits reflecting our values and local needs
• Recognition rewards, holiday leave, parental leave
• Wellness programs, travel opportunities, and travel perks for events

About Canonical:

Canonical pioneers in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, uphold high standards, and foster a remote-first culture since 2004. Working here challenges you to innovate, learn, and excel.

We are an equal opportunity employer: We value diversity and are committed to fair consideration for all applicants.

Seniority level

• Director

Employment type

• Full-time

Job function

• Business Development and Sales

Industries

• Software Development