Global Head of GSI Alliances

Canonical; Seattle (WA); Remote; USD 120,000 - 180,000; Full time

Job summary

An established industry player is seeking a dynamic Global Head of GSI Alliances to lead strategic partnerships and business development. This largely remote role offers the chance to work with major public cloud and silicon providers, enhancing Canonical's presence in the enterprise market. You will be responsible for driving revenue acceleration, building executive-level relationships, and guiding product and marketing strategies. Join a forward-thinking company that values innovation and offers a comprehensive benefits package, including a generous learning budget and performance bonuses.

Benefits

Annual learning and development budget

Annual salary review

Performance bonuses

Comprehensive benefits

Remote work environment

Travel opportunities

Qualifications

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

Responsibilities

• Own and drive GSI partner strategy, forecast, bookings, and revenues.
• Lead and grow a team towards revenue acceleration.

Skills

Alliance Management

Indirect Sales Management

Leadership Skills

Data-Driven Decision Making

Knowledge of Open Source

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 major 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 actors. As the publisher of Ubuntu and a major open source provider, we are expanding into the enterprise market where GSIs play a crucial role. We seek to strengthen our alliances with GSIs delivering private cloud, container, and public cloud solutions built with Ubuntu.

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. You will work closely with GSI partners throughout their sales processes to establish Canonical as their trusted partner for open source solutions at scale. The role involves ensuring 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 promotes our partnership activities, including campaigns, strategic opportunities, and events like the annual GSI summit.

Location:

This largely remote role can be based in the Americas or EMEA.

Responsibilities include:

1. Own and drive GSI partner strategy, forecast, bookings, and revenues.
2. Lead and grow a team towards revenue acceleration.
3. Build strategic relationships with partners at the executive level.
4. Guide product management, marketing, and sales to scale our offerings.

Ideal candidate:

• Experience in alliance and indirect sales management.
• Experience in the GSI sector.
• Strong commercial background with focus on 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:

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

About Canonical:

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

Equal Opportunity Statement:

We foster a workplace free from discrimination, valuing diversity and inclusion. All applications are considered fairly regardless of background or identity.