Global Head of Cloud Alliances

Overview

Canonical is hiring a Global Head of Cloud Alliances to lead business development and partnerships with the global public clouds. As the publisher of Ubuntu, Canonical is a trusted partner with leading guest OS and select services for major hyperscalers. Canonical is founder-led, profitable and growing, and operates with a largely distributed workforce (1200+ colleagues in 80+ countries), with very few office-based roles. Teams meet two to four times per year in person to align on strategy and execution.

The role reports to the VP of Global Alliances and leads teams delivering innovation to public cloud platforms, joint go-to-market with cloud sales communities and marketplaces, and our global customer and partner contracts. They work closely with cloud partners—engineering, product management and marketing—to deliver open source solutions at scale for 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's 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.

This role is largely distributed and can be based anywhere in the Americas or EMEA.

Responsibilities

• Taking ownership of Canonical's global cloud partner strategy, leading efforts to forecast, drive bookings, and grow revenue worldwide
• Building strong, cross-functional relationships across teams to ensure a unified approach to technology and market execution
• Inspiring and guiding teams to achieve accelerated revenue growth with Cloud partners, continually refining and evolving strategies for success
• Establishing and nurturing executive-level relationships with key partners, laying the foundation for long-term success and mutual growth
• Steering our offering from concept to execution, aligning product management and marketing strategies while scaling success through our global sales organization

What we are looking for in you

• Exceptional academic track record from both high school and university
• Undergraduate degree in a technical subject
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Track record of going above-and-beyond to achieve outstanding results
• Leadership and commitment to skills development and mentorship
• Passion for technology evidenced by personal projects and initiatives
• The work ethic and confidence to shine alongside motivated colleagues
• Exceptional leadership and presentation skills, capable of energizing teams and stakeholders while delivering data-driven narratives
• Excellent interpersonal skills, curiosity, flexibility, and accountability
• Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization
• Thoughtfulness and self-motivation
• Result-oriented, with a personal drive to meet commitments
• Ability to travel internationally twice a year for company events up to two weeks long
• An in-depth understanding of open source technologies, Ubuntu, and the competitive ecosystem, with an eye for identifying opportunities that others might miss
• Autonomous, disciplined, and proactive—take ownership, and deliver exceptional results

Nice to have

• A track record in alliance and indirect sales management, with an ability to build partnerships that drive success
• Solid experience in the Public Cloud sector, with an understanding of the evolving landscape of technology and innovation
• Experience with Linux (Debian or Ubuntu preferred)

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 recognise 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
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events

About Canonical

Canonical 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 employer

We 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.

Seniority level

• Executive

Employment type

• Full-time

Job function

• Information Technology

Industries

• Software Development

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