Global Head of GSI Alliances

Canonical; San Francisco (CA); Remote; USD 120,000 - 180,000; Full time

Job summary

An established industry player is seeking a dynamic Global Head of GSI Alliances to spearhead business development and strategic partnerships. This pivotal role involves leading a team to enhance market share and drive revenue growth through trusted relationships with global system integrators. The ideal candidate will possess deep commercial experience and a strong understanding of open source solutions, particularly within the enterprise market. Join a forward-thinking company that values innovation and offers a remote-first work culture, along with competitive compensation and comprehensive benefits.

Benefits

Personal development budget of USD 2,000 annually

Annual compensation review

Performance-based bonuses

Comprehensive benefits including leave

Parental leave

Wellness programs

Travel opportunities

Distributed work environment

Qualifications

• Experience in alliance and indirect sales management roles.
• Proven leadership and presentation skills with a results-oriented mentality.

Responsibilities

• Own and drive GSI partner strategy, forecast, bookings, and revenues.
• Build strategic relationships with partners at the executive level.

Skills

Alliance Management

Indirect Sales Management

Leadership Skills

Presentation Skills

Data-Driven Decision Making

Open Source Insight

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 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 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, we are expanding into the enterprise market where GSIs play a crucial operational and tactical role. We have had 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 of Global Alliances and Channels, the Global Head of GSI Alliances will lead a team and develop strategic go-to-market initiatives for Canonical. You will work closely with GSI partners throughout their sales cycles and across their sales organizations to establish Canonical as a trusted partner for delivering open source solutions at scale for enterprise customers. This role includes ensuring our solutions are embedded at the core of GSI digital transformation platforms.

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

Location:

This role is largely remote, based in the Americas or EMEA.

Key Responsibilities:

1. Own and drive GSI partner strategy, forecast, bookings, and revenues.
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 offerings from product management to marketing, and scale through our global sales organization.

Qualifications:

• Experience in alliance and indirect sales management roles.
• Experience in the GSI sector.
• Deep commercial experience including 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, and results-oriented mentality.

What We Offer:

• Distributed work environment with biannual in-person team sprints.
• Personal development budget of USD 2,000 annually.
• Annual compensation review and performance-based bonuses.
• Comprehensive benefits including leave, parental leave, wellness programs, and travel opportunities.

About Canonical:

Canonical pioneers open source technology, publishing Ubuntu, a key platform for AI, IoT, and cloud solutions. We hire globally, uphold high standards, and foster a remote-first work culture since 2004. Join us to challenge yourself, learn new skills, and innovate.

Equal Opportunity Employer:

We value diversity and are committed to a workplace free from discrimination, welcoming applications from all backgrounds.