Lead partner business development across Canonical's ecosystem of global system integrators, resellers, distributors, ISVs, hardware vendors, silicon companies and public clouds; open to people leaders and senior individual contributors, with focus on channels, GSI, ISV, IHV/OEM, silicon, cloud or cross-ecosystem partnerships depending on experience.
Own partner strategy, forecasts, bookings and revenue across one or more indirect routes to market
Lead and grow a team or strategic partner portfolio toward faster revenue growth and market impact
Build executive-level relationships with global and regional partners
Design and run joint go-to-market plans with partners and internal sales, product, marketing and engineering teams
Build partner capability through sales engagement, technical enablement, joint marketing and business planning
Guide offerings from product management through product marketing, and scale them through the global sales organisation
Set up operating cadence, pipeline governance and data-driven accountability across complex partner relationships
Requirements
10+ years in alliance, channel, partner, ecosystem or indirect sales management
Experience with GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances
Strong commercial skills in revenue, margins, pipeline, forecasting and partner economics
Proven leadership and presentation skills, engaging from engineers to CxO level
Ability to build trusted executive relationships and align product, sales, marketing, engineering and operations
Working knowledge of open source, Ubuntu, enterprise infrastructure, cloud, AI, security and competitors
Track record of data-driven decisions and disciplined execution across global relationships
Autonomous, hands-on, get-it-done approach
Exceptional academic record from high school and university
Business-level written and spoken English
Personal motivation aligned with Canonical's mission
Willingness to travel internationally 2-4 times a year for company events of up to two weeks
Done for you
We'll apply to this for you
Denidel's HR team submits and tracks the application on your behalf.
