[All remote jobs](https://jobicy.com/jobs.md)[![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)[Canonical](https://jobicy.com/company/canonical-ltd.md) # Alliances & Channels Leader Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)ShareRemote fromšŸŒ AnywhereSalaryUndisclosedDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceDirectorPublished19 Oct 2026Apply before18 Nov 2026Listing views36Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Canonical is seeking a senior alliances and channels leader to expand strategic technology partnerships and indirect routes to market for enterprise open-source solutions. The role owns partner strategy, revenue performance, forecasting, joint go-to-market execution, and executive relationships across channels, GSIs, cloud providers, ISVs, OEMs, and other ecosystem partners. It may involve people leadership or a senior individual-contributor portfolio, depending on business needs and candidate experience. Success requires more than 10 years of alliance or channel leadership, strong commercial judgment, and the ability to align sales, product, marketing, engineering, and operations globally. The position is globally remote, with international travel for company events two to four times annually. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior commercial leadership role spanning complex global partner ecosystems, revenue accountability, and cross-functional strategy. It requires independent execution and credibility with audiences ranging from technical teams to C-level executives. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$200,000US market range (per year)$170kā€“$240k0$264k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Canonical does not disclose base salary for this role. The yearly cadence and USD 200,000 median are inferred estimates for a US-market senior alliances and channels leadership position; actual pay varies by geography, experience, and performance, and may include bonus or commission. ## Core skills Skills and capabilities most closely associated with this opportunity. [Strategic alliances](https://jobicy.com/jobs?search_keywords=Strategic%20alliances.md)[Channel management](https://jobicy.com/jobs?search_keywords=Channel%20management.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Partner ecosystem strategy](https://jobicy.com/jobs?search_keywords=Partner%20ecosystem%20strategy.md)[Go-to-market planning](https://jobicy.com/jobs?search_keywords=Go-to-market%20planning.md)[Revenue forecasting](https://jobicy.com/jobs?search_keywords=Revenue%20forecasting.md)[Pipeline governance](https://jobicy.com/jobs?search_keywords=Pipeline%20governance.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Indirect sales](https://jobicy.com/jobs?search_keywords=Indirect%20sales.md)[Partner enablement](https://jobicy.com/jobs?search_keywords=Partner%20enablement.md)[Cloud partnerships](https://jobicy.com/jobs?search_keywords=Cloud%20partnerships.md)[Open-source software](https://jobicy.com/jobs?search_keywords=Open-source%20software.md)[Cross-functional leadership](https://jobicy.com/jobs?search_keywords=Cross-functional%20leadership.md)[Data-driven decision-making](https://jobicy.com/jobs?search_keywords=Data-driven%20decision-making.md) Sample interview questionsHow would you create a partner strategy for a new global systems integrator?I would begin with mutual market analysis, executive alignment, and a clear assessment of the partner's customer base, delivery capabilities, and incentives. I would then define target solutions, priority accounts, enablement requirements, joint pipeline targets, governance, and measurable quarterly milestones. How do you balance sell-to, sell-through, and sell-with motions in a channel ecosystem? I establish distinct objectives and metrics for each motion while ensuring they reinforce one another. Sell-to develops partner capability and commitment, sell-through measures partner-led customer outcomes, and sell-with drives coordinated account execution; regular pipeline reviews identify where intervention is needed. Describe how you would improve an underperforming strategic partnership. I would diagnose the issue through data and stakeholder interviews, reviewing pipeline quality, partner capability, executive sponsorship, solution relevance, and operating cadence. I would reset the joint plan around a small number of accountable priorities, clarify owners and success metrics, and review progress frequently with senior sponsors. How do you gain credibility with both engineers and C-level partner stakeholders? I tailor communication to the audience while maintaining a consistent business narrative. With technical teams, I focus on architecture, delivery feasibility, and customer value; with executives, I connect those capabilities to market opportunity, revenue potential, strategic differentiation, and execution risk. What metrics would you use to evaluate the health of a partner portfolio? I would track sourced and influenced pipeline, bookings, revenue, win rate, attach rate, forecast accuracy, partner-sourced opportunities, enablement completion, joint-solution adoption, and executive engagement. I would combine these leading and lagging indicators to prioritize investments and identify risks early. Opportunity details ## About this role. Alliances & Channels Leader 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 worldā€™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 new senior leadership opportunities in our Global Alliances and Channels organisations, to lead business development and partnership with some of the most important actors in the global technology sector. As the publisher of Ubuntu and a leading provider of open source to major technology firms globally, Canonical works across a broad partner ecosystem that includes global system integrators, value-added resellers, regional distributors, independent software vendors, independent hardware vendors, silicon companies, public clouds and other strategic technology brands. These partners shape the platforms, solutions, marketplaces, hardware and delivery motions through which enterprises adopt open source at scale. We are looking for exceptional partner leaders who can build durable, mutually valuable relationships, develop joint solutions, drive global go-to-market programmes, and convert partner potential into measurable customer impact, revenue growth and market expansion for Canonical. Opportunities are available for both people leaders and senior individual contributors. In these roles, you will lead, build or scale one or more strategic partner motions for Canonical, either by managing a team or by directly driving high-impact partner initiatives. You will work closely with partners throughout their sales, product, delivery and executive planning cycles to make Canonical their trusted partner for enterprise open source solutions. Depending on your experience and Canonicalā€™s business priorities, your focus may include Channels, GSI, ISV, IHV/OEM, Silicon, Cloud or cross-ecosystem partnerships. Our Alliances and Channels teams build trusted relationships with partners at executive level, increase Canonical market share and attach rate, evangelise the partnership, and lead business interactions from engineers to CxO level. This role will own strategy, sell-to, sell-through and sell-with motions across assigned partners or sectors, as well as promotion of partner-related activities, from campaigns, enablement and executive engagement, to strategic opportunities and partner events. Location: These are globally remote positions. The role entails * Own and drive partner strategy, forecast, bookings and revenues for Canonical across one or more indirect routes to market * Lead and evolve a team or strategic partner portfolio towards accelerated revenue growth and market impact * Build strategic relationships with global and regional partners at executive levels * Design and execute joint go-to-market plans with partners, sales, product management, product marketing and engineering teams * Develop partner capability through sales engagement, technical enablement, joint marketing and disciplined business planning * Guide our offering from product management, to product marketing, and scale it through the support of our global sales organisation * Establish operating cadence, pipeline governance and data-driven accountability across complex partner relationships What we are looking for in you: * 10+ years of experience in alliance, channel, partner, ecosystem or indirect sales management roles * Experience in one or more of GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances * Deep commercial experience encompassing revenue, margins, pipeline, forecasting and partner economics * Proven leadership and presentation skills, with the ability to engage confidently from engineer to CxO level * Ability to build trusted executive relationships while aligning product, sales, marketing, engineering and operations teams * Insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, security and Canonicalā€™s competition and opportunities * Track record of data-driven decision-making and disciplined execution across complex, global relationships * An autonomous, disciplined, hands-on, get-it-done mentality * An exceptional academic track record from high school and university. * Business level written and spoken English. * Sincere personal motivation aligned with our mission. * International travel 2-4 times a year for company events up to two weeks long. In addition we expect that you will match our values, by being: * Precise, taking care to deliver correctness and clarity. * Reliable, delivering high quality work that builds trust and confidence. * Accessible, collaborating to build products and systems that are usable. * Adroit, blending enthusiasm, knowledge, adaptability, style and character. 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 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 our inception in 2004.ā€‹ 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.](https://canonical.com/careers/diversity/identity) Show more [Apply now >](https://jobicy.com/jobs/155848-alliances-channels-leader-3.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ā€ŗ](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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