Global Head of GSI Alliances

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Join to apply for the Global Head of GSI Alliances role at Canonical
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. 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 opensource 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.
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
Experience in alliance and indirect sales management roles
Deep commercial experience encompassing revenue and margins
Track record of data-driven decision-making
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 balance our programs to meet local needs and ensure fairness globally.
Personal learning and development budget of USD 2,000 per year
Annual holiday 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
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. Most colleagues at Canonical have worked from home since our 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.
Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
Employment type Full-time

Industries Software Development
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