Alliances & Channels Leader

The role entails

• Own and drive partner strategy, forecast, bookings and revenues for Canonical across one or more indirect routes to market
• Lead and evolve a team or strategic partner portfolio towards accelerated revenue growth and market impact
• Build strategic relationships with global and regional partners at executive levels
• Design and execute joint go-to-market plans with partners, sales, product management, product marketing and engineering teams
• Develop partner capability through sales engagement, technical enablement, joint marketing and disciplined business planning
• Guide our offering from product management, to product marketing, and scale it through the support of our global sales organisation
• Establish operating cadence, pipeline governance and data-driven accountability across complex partner relationships

What we are looking for in you

• 10+ years of experience in alliance, channel, partner, ecosystem or indirect sales management roles
• Experience in one or more of GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances
• Deep commercial experience encompassing revenue, margins, pipeline, forecasting and partner economics
• Proven leadership and presentation skills, with the ability to engage confidently from engineer to CxO level
• Ability to build trusted executive relationships while aligning product, sales, marketing, engineering and operations teams
• Insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, security and Canonical’s competition and opportunities
• Track record of data-driven decision-making and disciplined execution across complex, global relationships
• An autonomous, disciplined, hands-on, get-it-done mentality
• An exceptional academic track record from high school and university.
• Business level written and spoken English.
• Sincere personal motivation aligned with our mission.
• International travel 2-4 times a year for company events up to two weeks long.