Global Head of GSI Alliances

Location: Victoria

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office‑based roles.

Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

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 partnership with these important actors in the global technology sector. As the publisher of Ubuntu and the leading provider of open source to major technology firms globally, we are expanding into the enterprise market where GSIs provide significant operational and tactical capacity.

We have had good success with GSIs that are delivering next‑generation private cloud, container, and public cloud solutions built with Canonical Ubuntu, and are looking to expand our investment in these alliances.

Reporting to the VP Global Alliances and Channels, the Global Head of GSI Alliances will lead a team of representatives and develop that strategic go‑to‑market strength for Canonical. You will work closely with GSI partners throughout their sales cycles and across their sales organizations to make Canonical their trusted partner to deliver open‑source solutions at scale for their enterprise customers. In this role you will be responsible for ensuring that our solutions are used or embedded at the core of GSI digital transformation platforms.

Our GSI team builds trusted relationships with partners at executive level, increases Canonical market share and attach rate, evangelizes the partnership and leads all business interactions from engineers to CxO level. The Global Head of GSI Alliances will own the strategy, sell‑to, sell‑through and sell‑with motions with all GSI partners, as well as promotion of our GSI related activities – from campaigns, to strategic opportunities and GSI related events (including Canonical's yearly GSI executive summit).

Location
Our company largely works from home, this role can be based in the Americas or EMEA.

The role entails

Own and drive GSI partner strategy, forecast, bookings and revenues for Canonical

Lead and evolve a team towards accelerated revenue growth with GSI

Build strategic relationships with partners at executive levels

Guide our offering from product management, to product marketing, and scale it through the support of our global sales organization

What we are looking for in you

Experience in alliance and indirect sales management roles

Experience in the GSI sector

Deep commercial experience encompassing revenue and margins

Proven leadership and presentation skills

Insight into open source, Ubuntu and Canonical's competition and opportunities

Track record of data‑driven decision‑making

An autonomous, disciplined, hands‑on, get‑it‑done mentality

What we offer colleagues
We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance‑driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

Distributed work environment with twice‑yearly team sprints in person

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…