Alliances & Channels Leader

About Canonical

Canonical is a leading provider of open source software and operating systems to global enterprise and technology markets. Our platform, Ubuntu, powers breakthrough initiatives in public cloud, data science, AI, engineering innovation, and IoT. The company is founder-led, profitable, and growing, with 1200+ colleagues across 75+ countries. Teams meet two to four times yearly in person to align on strategy and execution.

The Role

We are hiring senior Alliances & Channels Leaders to drive business development and partnerships with key actors in the global technology sector. As the publisher of Ubuntu, Canonical works across a broad partner ecosystem including global system integrators, value-added resellers, regional distributors, independent software vendors, independent hardware vendors, silicon companies, public clouds, and strategic technology brands.

These are senior leadership opportunities for both people leaders and senior individual contributors. You will lead, build, or scale one or more strategic partner motions for Canonical—either managing a team or directly driving high-impact partner initiatives. Your focus may include Channels, GSI, ISV, IHV/OEM, Silicon, Cloud, or cross-ecosystem partnerships.

Key Responsibilities

• Own and drive partner strategy, forecast, bookings, and revenues across one or more indirect routes to market
• Lead and evolve a team or strategic partner portfolio towards accelerated revenue growth
• Build trusted relationships with partners at executive level and increase Canonical market share and attach rate
• Lead business interactions from engineers to CxO level across sales, product, delivery, and executive planning cycles
• Own strategy, sell-to, sell-through, and sell-with motions across assigned partners or sectors
• Drive promotion of partner activities: campaigns, enablement, executive engagement, strategic opportunities, and partner events
• Convert partner potential into measurable customer impact, revenue growth, and market expansion

What We're Looking For

Exceptional partner leaders who can build durable, mutually valuable relationships, develop joint solutions, and drive global go-to-market programmes. Experience in channels, alliances, partnership development, or indirect sales required.

Location & Work

Fully remote. Positions available for Americas, EMEA, and Worldwide regions.