Global Head of GSI Alliances

About Canonical

Canonical is a leading provider of open source software and operating systems, with Ubuntu being a widely used platform for enterprise initiatives in public cloud, data science, AI, engineering innovation, and IoT. We serve the world's leading public cloud and silicon providers, and industry leaders across various sectors. As a pioneer of global distributed collaboration, we have over 1200 colleagues in 75+ countries, with a predominantly remote workforce. Our teams gather in person two to four times annually in diverse global locations for strategic alignment and execution.The company is founder-led, profitable, and experiencing growth.

The Opportunity: Global Head of GSI Alliances

We have established a new senior leadership role, the Head of Global System Integrator (GSI) Alliances, to spearhead our business development and partnerships with key players in the global technology sector. As the publisher of Ubuntu and a premier provider of open source solutions to major technology firms, we are expanding our presence in the enterprise market, where GSIs offer significant operational and tactical capabilities. We have achieved success with GSIs building next-generation private cloud, container, and public cloud solutions using Canonical Ubuntu, and we aim to further invest in these alliances.Reporting to the VP Global Alliances and Channels, the Global Head of GSI Alliances will lead a team of representatives, developing strategic go-to-market strength for Canonical. You will collaborate closely with GSI partners throughout their sales cycles and across their sales organizations, positioning Canonical as their trusted partner for delivering open-source solutions at scale to their enterprise clients. Your responsibility will include ensuring Canonical's solutions are integral to GSI digital transformation platforms.Our GSI team cultivates trusted relationships with partners at the executive level, enhances Canonical's market share and attach rate, champions the partnership, and manages all business interactions from engineers to CxO. The Global Head of GSI Alliances will oversee the strategy, sell-to, sell-through, and sell-with motions with all GSI partners, alongside promoting GSI-related activities, including campaigns, strategic opportunities, and GSI events like Canonical's annual GSI executive summit.

Location

Our company operates largely remotely. This role can be based in the Americas or EMEA.

Key Responsibilities

• Own and drive GSI partner strategy, forecast, bookings, and revenues for Canonical.
• Lead and evolve a team towards accelerated revenue growth with GSIs.
• Build strategic relationships with partners at executive levels.
• Guide our offering from product management and product marketing to scaling it through our global sales organization.

What We Are Looking For

The successful GSI Alliance Sales Director will possess:

• Experience in alliance and indirect sales management roles.
• Experience within the GSI sector.
• Deep commercial experience encompassing revenue and margins.
• Proven leadership and presentation skills.
• Insight into open source, Ubuntu, and Canonical's competitive landscape and opportunities.
• A track record of data-driven decision-making.
• An autonomous, disciplined, hands-on, 'get-it-done' mentality.

What We Offer Colleagues

We tailor compensation based on geographical location, experience, and performance globally, with annual reviews and more frequent adjustments for graduates and associates to recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. Our benefits reflect our values and ideals, balancing global fairness with local needs.

• Distributed work environment with bi-annual in-person team sprints.
• Personal learning and development budget of USD 2,000 per year.
• Annual compensation review.
• Recognition rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Team Member Assistance Program & Wellness Platform.
• Opportunity to travel to new locations to meet colleagues.
• Priority Pass and travel upgrades for long-haul company events.

About Canonical

Canonical is a trailblazing tech firm at the forefront of the global shift to open source. As the publisher of Ubuntu, a critical open-source project and the platform for AI, IoT, and the cloud, we are transforming the software world. We recruit globally and uphold exceptionally high standards for our team members. We expect excellence and strive to be the best in our field. Most Canonical colleagues have worked remotely since our inception in 2004. Working here offers a glimpse into the future, challenging you to think differently, work smarter, acquire new skills, and elevate your performance.Canonical is an equal opportunity employer, fostering a workplace free from discrimination. We value diversity in experience, perspectives, and backgrounds, as they enhance our work environment and products. We provide fair consideration for all applications, regardless of identity.

Key skills/competency

• Global Head of GSI Alliances
• Business Development
• Partner Strategy
• Sales Management
• GSI Sector
• Open Source
• Ubuntu
• Enterprise Sales
• Channel Alliances
• Executive Relationship Management