Global Head Of Cloud Alliances

OverviewCanonical 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 more than 80 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.RoleWe are hiring a Head of Cloud Alliances to lead business development and partnerships with the global public clouds.

As the publisher of Ubuntu, Canonical is already a trusted partner with the leading guest OS and select services for the major hyperscalers.

We have a large portfolio of open source software on the cloud marketplace for enterprise customers, and are looking to expand our global cloud partnerships.

Reporting to the VP of Global Alliances, the Global Head of Cloud Alliances will lead teams that bring innovation to the public cloud platforms, joint go-to-market with public cloud sales communities and marketplaces, and our global customer and partner contracts.

They will work closely with cloud partners, from engineering to product management and marketing, to deliver open source solutions at scale for their cloud customers.

Our Cloud Alliance team builds trusted relationships with partners at all levels, from joint technical work to executive strategy.

Their goal is to increase Canonical market share in the cloud ISV ecosystem, develop cloud channel sales, evangelize the partnership and lead all business interactions.

The Global Head of Cloud Alliances will own the strategy, sell-to, sell-through and sell-with motions with all cloud partners, as well as promotion of our cloud related activities - from campaigns, to strategic opportunities and cloud related events.

Our company is largely distributed, this role can be based anywhere in the Americas or EMEA.ResponsibilitiesTaking ownership of Canonical's global cloud partner strategy, leading efforts to forecast, driving bookings, and growing revenue worldwideBuilding strong, cross-functional relationships across teams to ensure a unified approach to technology and market executionInspiring and guiding teams to achieve accelerated revenue growth with Cloud partners, continually refining and evolving strategies for successEstablishing and nurturing executive-level relationships with key partners, laying the foundation for long-term success and mutual growthSteering our offering from concept to execution, aligning product management and marketing strategies while scaling success through our global sales organizationWhat we are looking for in youExceptional academic track record from both high school and universityUndergraduate degree in a technical subjectConfidence to respectfully speak up, exchange feedback, and share ideas without hesitationTrack record of going above-and-beyond expectations to achieve outstanding resultsLeadership and commitment to skills development and mentorshipPassion for technology evidenced by personal projects and initiativesThe work ethic and confidence to shine alongside motivated colleaguesExceptional leadership and presentation skills, capable of energizing teams and stakeholders while delivering compelling data-driven narrativesExcellent interpersonal skills, curiosity, flexibility, and accountabilityAppreciative of diversity, polite, and effective in a multi-cultural, multi-national organizationThoughtfulness and self-motivationResult-oriented, with a personal drive to meet commitmentsAbility to travel internationally twice a year for company events up to two weeks longAn in-depth understanding of open source technologies, Ubuntu, and the competitive ecosystem, with an eye for identifying opportunities that others might missAutonomous, disciplined, and proactive—take ownership, and deliver exceptional resultsNice to haveA track record in alliance and indirect sales management, with an ability to build partnerships that drive successSolid experience in the Public Cloud sector, coupled with an understanding of the evolving landscape of technology and innovation.Experience with Linux (Debian or Ubuntu preferred)What we offer colleaguesDistributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveEmployee Assistance ProgrammeOpportunity to travel to new locations to meet colleaguesPriority Pass, and travel upgrades for long haul company eventsAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source.

As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software.

We recruit on a global basis and set a very high standard for people joining the company.

We expect excellence - in order to succeed, we need to be the best at what we do.

Most colleagues at Canonical have worked from home since its inception in 2004.

Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.Canonical is an equal opportunity employerWe are proud to foster a workplace free from discrimination.

Diversity of experience, perspectives, and background create a better work environment and better products.

Whatever your identity, we will give your application fair consideration.

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