Canonical
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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 are hiring a Public Cloud Solution Architect to drive Canonical’s joint initiatives and technical engagements with major public clouds. This role will act as the technical counterpart to Canonical’s Cloud Alliance GTM Lead, working closely with engineering, sales, and product management teams across Canonical and our cloud partners. While not a sales role, it demands both technical expertise and commercial awareness, as well as the ability to prioritize and navigate the strategies of both parties.
Location: This role will be based remotely in the AMER region.
The role entails
- Collaborating with product, engineering, and alliance teams at public cloud partners to align on open-source strategies.
- Ensuring Canonical’s product requirements are clear and delivery is executed as planned.
- Maintaining relationships with engineering teams to integrate and optimize Ubuntu on public clouds.
- Acting as a product champion and point of contact for named cloud partners.
- Coordinating with marketing and product teams on messaging, content creation, and launch plans.
- Creating partner- and customer-facing materials like webinars, presentations, videos, and white papers.
- Driving Ubuntu adoption across cloud products, advocating its benefits to stakeholders.
- Delivering first-party offerings with subscription components with cloud providers.
- Leading in making Canonical products the default choice for our cloud partners to build on and accelerating adoption of our technology by end users on their platforms.
What we are looking for in you
- Working understanding and strong interest in public cloud technologies.
- Exceptional academic track record from both high school and university, with an undergraduate degree in a technical subject or a compelling narrative about your alternative chosen path.
- Confidence to respectfully speak up and exchange ideas without hesitation.
- Driven to meet commitments and achieve results, evidenced by a track record of delivering beyond expectations.
- A commitment to leadership, skills development and mentorship.
- Passion for technology evidenced by personal as well as business pursuits.
- Excellent interpersonal skills, curiosity, flexibility, and accountability.
- Outstanding business English writing and presentation skills.
- Appreciative of diversity, effective in a multicultural, multi-national organisation
- Ability to travel internationally twice a year for company events up to two weeks long.
Nice-to-have skills
- Experience with Linux (Debian or Ubuntu preferred), Azure, AWS, GCP, devops, containers, open source technologies.
- Product management background or a desire for a future in product management.
- Strategic partner management or development experience.
- Understanding of marketing and go-to-market strategy.
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. 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.
Ready to apply?
Apply to Canonical
Cloud Alliances Business Development Lead
Share this job
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 are hiring for our Cloud Alliances Business Development Lead to coordinate our ‘go-to-market’ with tier 1 Cloud Partners. We develop joint product roadmaps, drive delivery, and formulate go-to-market plans, content and processes, enabling differentiated offerings and robust product life-cycle support anchored to best-in-class Canonical products. This role supports the interaction of Canonical’s sales, marketing and alliances teams with counterparts at the cloud to jointly service customers and prospects. This role is responsible for quarterly and yearly public cloud derived revenue budget forecasts.
The successful candidate is someone who is passionate about tech and driving revenue growth through collaboration. If you are data-driven and skilled at navigating complex new technical challenges, learn quickly, and ready to architect strategies across global teams, this challenging role is for you.
Location: This role will be based remotely in the Americas region.
The role entails
- Collaborating with product, engineering, alliance and marketing teams at a cloud partner to align on open-source strategies.
- Capturing partner requirements, evaluating gaps, and identifying Canonical opportunities.
- Coordinating with marketing and product teams on messaging, content creation, and launch plans.
- Creating partner- and customer-facing materials like reference architectures, joint blueprints, webinars, presentations, videos, and white papers.
- Driving Ubuntu adoption within targeted alliance accounts, advocating its benefits to stakeholders and working with partners on enablement training for their development, delivery, support and commercial teams.
- Influencing Cloud customers to build with Canonical technology.
- Up to 25% travel, including internationally, for internal conferences and to drive partnerships in person.
What we are looking for in you
- Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path.
- Bachelor's degree in science, technology and/or engineering.
- Experience in software development and system architecture.
- Customer-facing experience in software engineering, product management, business development, technology strategy or similar functions.
- Excellent communication skills across all levels of stakeholders - individual contributors to the C-suite; ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels.
- Disciplined and self motivated for a remote-first workplace environment.
Nice-to-have skills and experience
- Experience with open source software and open source business models.
- Team leadership, product management or program management experience.
- Understanding of marketing and go-to-market strategy.
- Sector-specific experience in finance, telecommunications, automotive, or public sectors.
- Working knowledge of independent hardware and software vendor go-to-market motions.
- Post-graduate degree in science, technology or engineering field.
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. 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.
Ready to apply?
Apply to Canonical
Global Head of GSI Alliances
Share this job
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 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.
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:
The successful GSI Alliance Sales Director will have :
- 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 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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
The Software Alliances team at Canonical works with leading software companies to optimize and enable their products with Ubuntu and other Canonical software, for instance our AI offerings. We develop joint product roadmaps, drive delivery, and formulate go-to-market plans, content and processes, enabling differentiated offerings and robust product life-cycle support anchored to best-in-class Canonical products. Enterprises are able to receive the benefits of open source, securely maintained, and validated solutions from cloud to edge, whether purchased from Canonical, embedded in Alliance partners’ products, or accessed through the cloud.
The successful candidate is someone who has demonstrated success in business development or product management, both as a leader and an individual contributor in major accounts. If you are someone who is passionate about open source, can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you. This role is ideal for professionals with 7+ years of experience.
Location: This role will be based remotely in the EMEA region.
The role entails
- Setting the account strategy in a major account, region, and/or vertical.
- Collaborating with product, engineering, alliance and marketing teams at partners to align on open-source strategies.
- Capturing partner requirements, evaluating gaps, and identifying Canonical opportunities.
- Coordinating with marketing and product teams on messaging, content creation, and launch plans.
- Creating partner- and customer-facing materials like reference architectures, joint blueprints, webinars, presentations, videos, and white papers.
- Driving Ubuntu adoption within targeted alliance accounts, advocating its benefits to stakeholders and working with partners on enablement training for their development, delivery, support and commercial teams.
- Influencing alliance partners to build with Canonical technology.
- Up to 25% travel, including internationally, for internal conferences and to drive partnerships in person.
What we are looking for in you
- Demonstrated cross-functional leadership and influence
- Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path.
- Bachelor's degree in science, technology and/or engineering.
- Experience in software development and system architecture.
- Customer-facing experience in software engineering, product management, business development, technology strategy or similar functions.
- Excellent communication skills across all levels of stakeholders - individual contributors to the C-suite; ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels.
- Disciplined and self motivated for a remote-first workplace environment.
Nice-to-have skills and experience
- Experience with open source software and open source business models.
- Product management or program management experience.
- Understanding of marketing and go-to-market strategy.
- Sector-specific experience in finance, telecommunications, automotive, or public sectors.
- Working knowledge of independent hardware and software vendor go-to-market motions.
- Post-graduate degree in science, technology or engineering field.
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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
ISV Technical Alliance Manager
Share this job
The Software Alliances team at Canonical works with leading software companies to optimize and enable their products with Ubuntu and other Canonical software, for instance our AI offerings. We develop joint product roadmaps, drive delivery, and formulate go-to-market plans, content and processes, enabling differentiated offerings and robust product life-cycle support anchored to best-in-class Canonical products. Enterprises are able to receive the benefits of open source, securely maintained, and validated solutions from cloud to edge, whether purchased from Canonical, embedded in Alliance partners’ products, or accessed through the cloud.
The successful candidate is someone who has a background in technology, engineering or product management and is interested in continuing to grow their career in business development. If you are someone who can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you. This role is ideal for early career professionals with up to 7 years of experience.
Location: This role will be based remotely in the Americas or EMEA region.
The role entails
- Collaborating with product, engineering, alliance and marketing teams at partners to align on open-source strategies.
- Capturing partner requirements, evaluating gaps, and identifying Canonical opportunities.
- Coordinating with marketing and product teams on messaging, content creation, and launch plans.
- Creating partner- and customer-facing materials like reference architectures, joint blueprints, webinars, presentations, videos, and white papers.
- Driving Ubuntu adoption within targeted alliance accounts, advocating its benefits to stakeholders and working with partners on enablement training for their development, delivery, support and commercial teams.
- Influencing alliance partners to build with Canonical technology.
- Up to 25% travel, including internationally, for internal conferences and to drive partnerships in person.
What we are looking for in you
- Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path.
- Bachelor's degree in science, technology and/or engineering.
- Experience in software development and system architecture.
- Customer-facing experience in software engineering, product management, business development, technology strategy or similar functions.
- Excellent communication skills across all levels of stakeholders - individual contributors to the C-suite; ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels.
- Disciplined and self motivated for a remote-first workplace environment.
Nice-to-have skills and experience
- Experience with open source software and open source business models.
- Team leadership, product management or program management experience.
- Understanding of marketing and go-to-market strategy.
- Sector-specific experience in finance, telecommunications, automotive, or public sectors.
- Working knowledge of independent hardware and software vendor go-to-market motions.
- Post-graduate degree in science, technology or engineering field.
What we offer colleagues
We consider geographic 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.
#LI-remote
Ready to apply?
Apply to Canonical
The Software Alliances team at Canonical works with leading software companies to optimize and enable their products with Ubuntu and other Canonical software, for instance our AI offerings. We develop joint product roadmaps, drive delivery, and formulate go-to-market plans, content and processes, enabling differentiated offerings and robust product life-cycle support anchored to best-in-class Canonical products. Enterprises are able to receive the benefits of open source, securely maintained, and validated solutions from cloud to edge, whether purchased from Canonical, embedded in Alliance partners’ products, or accessed through the cloud.
The successful candidate is someone who has demonstrated success in business development or product management, both as a leader and an individual contributor in major accounts. If you are someone who is passionate about open source, can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you. This role is ideal for professionals with 7+ years of experience.
Location: This role will be based remotely in the Americas region.
The role entails
- Setting the account strategy in a major account, region, and/or vertical.
- Collaborating with product, engineering, alliance and marketing teams at partners to align on open-source strategies.
- Capturing partner requirements, evaluating gaps, and identifying Canonical opportunities.
- Coordinating with marketing and product teams on messaging, content creation, and launch plans.
- Creating partner- and customer-facing materials like reference architectures, joint blueprints, webinars, presentations, videos, and white papers.
- Driving Ubuntu adoption within targeted alliance accounts, advocating its benefits to stakeholders and working with partners on enablement training for their development, delivery, support and commercial teams.
- Influencing alliance partners to build with Canonical technology.
- Up to 25% travel, including internationally, for internal conferences and to drive partnerships in person.
What we are looking for in you
- Demonstrated cross-functional leadership and influence
- Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path.
- Bachelor's degree in science, technology and/or engineering.
- Experience in software development and system architecture.
- Customer-facing experience in software engineering, product management, business development, technology strategy or similar functions.
- Excellent communication skills across all levels of stakeholders - individual contributors to the C-suite; ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels.
- Disciplined and self motivated for a remote-first workplace environment.
Nice-to-have skills and experience
- Experience with open source software and open source business models.
- Product management or program management experience.
- Understanding of marketing and go-to-market strategy.
- Sector-specific experience in finance, telecommunications, automotive, or public sectors.
- Working knowledge of independent hardware and software vendor go-to-market motions.
- Post-graduate degree in science, technology or engineering field.
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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
Software Alliance Ecosystem Manager
Share this job
The Software Alliances team at Canonical works with leading software companies to optimize and enable their products with Ubuntu and other Canonical software, for instance our AI offerings. We develop joint product roadmaps, drive delivery, and formulate go-to-market plans, content and processes, enabling differentiated offerings and robust product life-cycle support anchored to best-in-class Canonical products. Enterprises are able to receive the benefits of open source, securely maintained, and validated solutions from cloud to edge, whether purchased from Canonical, embedded in Alliance partners’ products, or accessed through the cloud.
The successful candidate is someone who has a background in technology, engineering or product management and is interested in continuing to grow their career in business development. If you are someone who can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you. This role is ideal for early career professionals with up to 7 years of experience.
Location: This role will be based remotely in the Americas or EMEA region.
The role entails
- Collaborating with product, engineering, alliance and marketing teams at partners to align on open-source strategies.
- Capturing partner requirements, evaluating gaps, and identifying Canonical opportunities.
- Coordinating with marketing and product teams on messaging, content creation, and launch plans.
- Creating partner- and customer-facing materials like reference architectures, joint blueprints, webinars, presentations, videos, and white papers.
- Driving Ubuntu adoption within targeted alliance accounts, advocating its benefits to stakeholders and working with partners on enablement training for their development, delivery, support and commercial teams.
- Influencing alliance partners to build with Canonical technology.
- Up to 25% travel, including internationally, for internal conferences and to drive partnerships in person.
What we are looking for in you
- Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path.
- Bachelor's degree in science, technology and/or engineering.
- Experience in software development and system architecture.
- Customer-facing experience in software engineering, product management, business development, technology strategy or similar functions.
- Excellent communication skills across all levels of stakeholders - individual contributors to the C-suite; ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels.
- Disciplined and self motivated for a remote-first workplace environment.
Nice-to-have skills and experience
- Experience with open source software and open source business models.
- Team leadership, product management or program management experience.
- Understanding of marketing and go-to-market strategy.
- Sector-specific experience in finance, telecommunications, automotive, or public sectors.
- Working knowledge of independent hardware and software vendor go-to-market motions.
- Post-graduate degree in science, technology or engineering field.
What we offer colleagues
We consider geographic 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.
#LI-remote
Ready to apply?
Apply to 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. 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.
Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.
The Channel Partner Sales Executive, Japan role reports to the Director, APAC Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.
They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory.
The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.
Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate.
Location: Japan
The Role Entails
- Develop and execute channel strategy for distributors and resellers within the assigned territory
- Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
- Identify and recruit new potential partners in assigned territory
- Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships
- Guide partners through onboarding and enablement
- Develop mutually beneficial go-to-market plans and commitments with partners
- Arrange and execute sales and pre sales trainings to these resellers
- Drive and manage channel pipeline through recurring partner interactions
- Support partner’s satisfaction and act as trusted advisor and point of contact
- Maintain a regularity/frequency of contact with priority resellers and distributors.
What we are looking for in you
- Bachelor's level degree, preferably in a technology field
- Experience in software or technology sales from the specified market
- Fluency in English
- An understanding of open source, Linux and Ubuntu
- A self starter with a proven track record of achieving sales targets
- Detail oriented with strong follow-up skills
- Effective negotiating skills with ability to close sales
- Excellent interpersonal and presentation skills (written and verbal)
- Productive in a globally distributed team through self-discipline and self-motivation
- Mature approach to long-term relationship development with customers
- The ability to represent the company at external events
- Start-up experience would be an advantage
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.
#LI-remote
Ready to apply?
Apply to Canonical
Partner Sales Executive, North America Channel
Share this job
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.
Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.
The Partner Sales Executive, North America Channel will report to the Director, Americas Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.
They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory.
The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.
Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate.
Location: US or Canada
The Role Entails
- Develop and execute channel strategy for distributors and resellers within the assigned territory
- Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
- Identify and recruit new potential partners in assigned territory
- Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships
- Guide partners through onboarding and enablement
- Develop mutually beneficial go-to-market plans and commitments with partners
- Arrange and execute sales and pre sales trainings to these resellers
- Drive and manage channel pipeline through recurring partner interactions
- Support partner’s satisfaction and act as trusted advisor and point of contact
- Maintain a regularity/frequency of contact with priority resellers and distributors.
What we are looking for in you
- Bachelor's level degree, preferably in a technology field
- Experience in software or technology sales from the specified market
- Fluency in English
- An understanding of open source, Linux and Ubuntu
- A self starter with a proven track record of achieving sales targets
- Detail oriented with strong follow-up skills
- Effective negotiating skills with ability to close sales
- Excellent interpersonal and presentation skills (written and verbal)
- Productive in a globally distributed team through self-discipline and self-motivation
- Mature approach to long-term relationship development with customers
- The ability to represent the company at external events
- Start-up experience would be an advantage
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.
#LI-remote
Ready to apply?
Apply to 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. 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.
Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.
The Partner Sales Executive, ANZ Channel will report to the Director, APAC Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.
They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory.
The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.
Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate.
Location: Australia or New Zealand
The Role Entails
- Develop and execute channel strategy for distributors and resellers within the assigned territory
- Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
- Identify and recruit new potential partners in assigned territory
- Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships
- Guide partners through onboarding and enablement
- Develop mutually beneficial go-to-market plans and commitments with partners
- Arrange and execute sales and pre sales trainings to these resellers
- Drive and manage channel pipeline through recurring partner interactions
- Support partner’s satisfaction and act as trusted advisor and point of contact
- Maintain a regularity/frequency of contact with priority resellers and distributors.
What we are looking for in you
- Bachelor's level degree, preferably in a technology field
- Experience in software or technology sales from the specified market
- Fluency in English
- An understanding of open source, Linux and Ubuntu
- A self starter with a proven track record of achieving sales targets
- Detail oriented with strong follow-up skills
- Effective negotiating skills with ability to close sales
- Excellent interpersonal and presentation skills (written and verbal)
- Productive in a globally distributed team through self-discipline and self-motivation
- Mature approach to long-term relationship development with customers
- The ability to represent the company at external events
- Start-up experience would be an advantage
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.
#LI-remote
Ready to apply?
Apply to Canonical
Partner Sales Manager - Hewlett Packard Enterprise, India
Share this job
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 are hiring a Partner Sales Manager - Hewlett Packard Enterprise to be a key contributing team member within the growing IHV team. Large OEM or Independent Hardware Vendor (IHV) brands - HPE, Dell, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.
The Partner Sales Manager will be responsible to build trusted relationships with HPE, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.
Location: This role will be based remotely in India
The role entails
- Build strategic relationships and enable HPE teams on the partnership
- Build pipeline and transact opportunities through HPE
- Grow HPE’s awareness of open source capabilities on Canonical Ubuntu
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Deliver on targets, objectives and provide a voice of the partner
- Travel regularly - including internationally - to drive partnerships in person
- Align and support internal canonical field teams - identify, support, grow, transact
- Expand existing footprint with HPE customers with an aim to upsell to broader portfolio
- Support and contribute to broader strategy, initiatives and key campaigns as defined by the HPE Global Alliance Director
What we are looking for in you
- Experience in alliance or indirect sales management roles
- Sales acumen, ability to build and manage a pipeline of business
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with measurable goals
- Experience with Linux, virtualization, containers, and other cloud technologies
- Excellent communication and presentation skills
- Team player with superior accountability and customer support skills
- Credibility and working knowledge of HPE - its products, go-to-market motion, and field
- Experience managing cross-functional teams and track record of operational excellence
- Willingness to travel up to 4 times a year for internal events
- Hands on experience with SalesForce.com and Google Suite a plus
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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
Partner Sales Manager - Dell
Share this job
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 are hiring a Partner Sales Manager to be a key contributing team member within the growing Dell alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.
Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will work closely with Dell and Canonical teams in various geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results. They are responsible to build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.
The role entails
- Build strategic relationships and enable Dell teams on the partnership
- Build pipeline and transact opportunities through Dell
- Grow Dell’s awareness of open source capabilities on Canonical Ubuntu
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Deliver on targets, objectives and provide a voice of the partner
- Travel regularly - sometimes internationally - to drive partnerships in person
- Align and support internal canonical field teams - identify, support, grow, transact
- Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
- Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director
What we are looking for in you
- Experience in alliance or indirect sales management roles
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with measurable goals
- Experience with Linux, virtualization, containers, and other cloud technologies
- Excellent communication and presentation skills
- Team player with superior accountability and customer support skills
- Credibility and working knowledge of Dell - its products, go-to-market motion, and field
- Experience managing cross-functional teams and track record of operational excellence
- Willingness to travel up to 4 times a year for internal events
- Hands on experience with SalesForce.com and Google Suite a plus
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. 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.
#LI-remote
Ready to apply?
Apply to 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. 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 are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team who will be responsible for leading IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IHV Alliance Sales Director will manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution.
The Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements.
Location: This role will be based remotely in EMEA or APAC regions.
As an IHV Alliance Sales Director you will:
- Build strategic relationships with IHV partners at all levels
- Grow their awareness of open source capabilities on Canonical Ubuntu
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Negotiate contracts and commercial business terms
- Demonstrate a deep understanding of large and complex organizations
- Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
- Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
- Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro
- Work closely with marketing, sales engineering and product management
- Deliver on targets, objectives and provide a voice of the partner
- Lead executive interlocks between IHV and Canonical leadership
- Travel regularly - sometimes internationally - to drive partnerships in person
Valued skills and experience
- Experience in alliance or indirect sales management roles
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with measurable goals
- Experience with Linux, virtualization, containers, and other cloud technologies.
- Excellent communication and presentation skills
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. 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.
#LI-remote
Ready to apply?
Apply to 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. 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 are seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team who will be responsible for leading the Dell Technologies alliance team globally. Reporting to the Head of IHV Alliances, the Dell Global Alliance Director will work closely with Dell and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The Dell Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with Dell, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of the alliance including contract negotiations and performance tracking, and issue resolution. The Dell Global Alliance Director will also contribute to thought leadership initiatives, such as joint publications and joint customer events.
Location: This role will be based remotely in AMER regions.
The role entails
- Build and own the strategy and the development of the Alliance on a global level
- Expand strategic relationships and enable Dell teams on the partnership
- Grow business motions with Dell Technologies, across sell-to, sell-through and sell-with motions
- Grow Dell’s awareness of open source capabilities on Canonical Ubuntu
- Manage, develop and grow a team of experienced business development managers
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Deliver on targets, objectives and provide a voice of the partner
- Travel internationally - to drive partnerships in person
- Align and support internal canonical field teams - identify, support, grow, transact
- Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
What we are looking for in you
- Proven experience as an Alliance Manager/Director
- Solid experience in Linux, virtualization, containers, and other cloud technologies
- Excellent interpersonal skills and the ability to build strong relationships with executives at all levels.
- Strong business acumen and a strategic mindset, with a focus on driving revenue growth and market expansion.
- Excellent verbal and written communication skills, with the ability to effectively present complex ideas to a variety of audiences.
- Autonomous, disciplined, hands-on, get-it-done mentality
- Passionate about Canonical products and mission
- Comfortable in fast-paced and high pressure environments with measurable goals
- Team player with superior accountability and customer support skills
- Experience managing cross-functional teams and track record of operational excellence
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. 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.
#LI-remote
Ready to apply?
Apply to 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. 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 are seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team who will be responsible for leading the IBM alliance team globally. Reporting to the Head of IHV Alliances, the IBM Global Alliance Director will work closely with IBM and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IBM Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with IBM, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of the alliance including contract negotiations and performance tracking, and issue resolution. The IBM Global Alliance Director will also contribute to thought leadership initiatives, such as joint publications and joint customer events.
Location: This role will be based remotely in AMER regions.
The role entails
- Build and own the strategy and the development of the Alliance on a global level
- Expand strategic relationships and enable IBM teams on the partnership
- Grow business motions with IBM, across sell-to, sell-through and sell-with motions
- Grow IBM's awareness of open source capabilities on Canonical Ubuntu
- Manage, develop and grow a team of experienced business development managers
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Deliver on targets, objectives and provide a voice of the partner
- Travel internationally - to drive partnerships in person
- Align and support internal canonical field teams - identify, support, grow, transact
- Expand existing footprint with IBM customers with an aim to upsell to broader portfolio
What we are looking for in you
- Proven experience as an Alliance Manager/Director
- Solid experience in Linux, virtualization, containers, and other cloud technologies
- Excellent interpersonal skills and the ability to build strong relationships with executives at all levels.
- Strong business acumen and a strategic mindset, with a focus on driving revenue growth and market expansion.
- Excellent verbal and written communication skills, with the ability to effectively present complex ideas to a variety of audiences.
- Autonomous, disciplined, hands-on, get-it-done mentality
- Passionate about Canonical products and mission
- Comfortable in fast-paced and high pressure environments with measurable goals
- Team player with superior accountability and customer support skills
- Experience managing cross-functional teams and track record of operational excellence
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. 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.
#LI-remote
Ready to apply?
Apply to 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. 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 are hiring a Partner Sales Manager to be a key contributing team member within the growing IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.
Reporting to the Head of IHV Alliances, the Partner Sales Manager will work closely with IHV and Canonical teams in various geographies to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. They are responsible to build trusted relationships with our partners, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements.
Location: This is a remote role.
The role entails
- Build strategic relationships and enable partner teams on the partnership
- Build pipeline and transact opportunities through an IHV
- Grow partner awareness of open source capabilities on Canonical Ubuntu
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Deliver on targets, objectives and provide a voice of the partner
- Travel regularly - sometimes internationally - to drive partnerships in person
- Align and support internal canonical field teams - identify, support, grow, transact
- Expand existing footprint with IHV customers with an aim to upsell to broader portfolio
- Support and contribute to broader strategy, initiatives and key campaigns
What we are looking for in you
- Experience in alliance or indirect sales management roles
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with measurable goals
- Experience with Linux, virtualization, containers, and other cloud technologies
- Excellent communication and presentation skills
- Team player with superior accountability and customer support skills
- Credibility and working knowledge of IHVs - their products, go-to-market motion, and field
- Experience managing cross-functional teams and track record of operational excellence
- Willingness to travel up to 4 times a year for internal events
- Hands on experience with Salesforce and Google Suite a plus
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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
Embedded IoT / Edge Solutions Sales Representative, Manager and Director
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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 are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our reach in mission-critical industries such as Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. We are looking for candidates who are technically skilled and familiar with embedded Linux and RTOS. We are expanding in all time zones, so we can accommodate candidates from almost any country as long as they have reasonable business access to a substantial market territory in person. As we grow our teams, we will also hire Sales Team Managers and Regional Sales Directors. Please continue with this process if your goal is a management leadership position.
The server edition of Ubuntu is already very widely used in connected devices and industrial PCs. Our newer edition of Ubuntu for IoT, called Ubuntu Core, represents the state of the art in security and resilience for high-end appliances and equipment. Our customers include global brands in consumer and industrial electronics, as well as automotive and robotics. We continue to expand our range of offerings to bring our security, management, and developer experience to the smallest Linux environments and devices. We recently added a real-time Linux capability and are working towards a range of certifications for these offerings. Together, this portfolio is Linux reinvented for optimal reliability, security, developer productivity, and footprint.
This is a prospecting sales and strategic account development role and requires energy, ambition, and focus. To be successful, you must be comfortable positioning and selling open source, services, and software solutions to all levels of an organization, and specifically to departments that are developing embedded software and IoT devices. You should also be familiar with at least one of our priority sectors.
Customers love the idea that they can get security compliance and support for everything open source from a single company. Our goal is to have more solutions on tap than any other vendor, and we have built unique capabilities to make that possible across every cloud, every class of compute, and every category of application. Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training services to customers who are deploying Ubuntu or open source applications on the cloud, in their data center, or to the connected device and IoT ecosystem. We are on a steady but relentless growth trajectory. We are almost entirely distributed, with leadership spread across many countries. We believe that talent is equally distributed across the globe, and we are excited to hire, develop, promote, and ultimately trust a diverse group of exceptional leads to build the best, not biggest, enterprise software company.
We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer. This is not a place to apply if you are in a rush to find a position; it is a worthwhile place to apply if you are ambitious and long-term in your thinking about your career and the dynamics which move the world forward. If you see clearly the rise of open source, and you understand the drivers of enterprise procurement and technical decision-making, then you will understand why Canonical has such a tremendous long-term advantage. You will also understand, given the ferocity of competition and the challenges of competing in a market of giants, that we have to set a very high bar for hiring and performance. In order to be a world-leading company, we select for exceptional ability as well as character, and then provide an environment that promotes teamwork and celebrates diligence, collaboration, and effectiveness. All of those are easy to say but hard to do - at Canonical we are willing to be uncomfortable in pursuit of that excellence.
In building our sales team, we look for five things:
- Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
- High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
- Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
- Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
- Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers
Ubuntu is already very widely adopted, which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with brands in their territory. Our product managers and marketing teams run campaigns to generate awareness, engagement, and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You will need judgment as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest. We expect professional practice, territory and account planning, as well as clear, complete, and continuous reporting on pipeline status and activity, using standard professional tools.
The successful candidate will carry an annual bookings quota within their assigned territory. They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year. They will be expected to demonstrate professionalism and effectiveness, to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy. They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise.
Location: We are growing our sales reach in all regions - EMEA, APAC, and Americas.
The role entails
- Building and executinge a territory plan to prioritize leading security-focused brands and manufacturers
- Working with marketing to promote our brand and increase market awareness in prioritized accounts
- Developing pipeline through outreach, prospecting, local marketing, and industry events
- Closinge contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
- Managinge customer relationships and interactions through all stages of the sales cycle
- Working with IoT Field Engineers to understand customer requirements and ensure customer satisfaction
- Maintaining accurate data and forecasts within Salesforce
- Establishing productive professional relationships with key influencers and decision-makers
- Coordinatinge with colleagues, including support, delivery, and management
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 expectations to achieve outstanding results
- Field sales experience in embedded Linux, embedded software, or enterprise software
- Track record of achievement of sales targets and large account wins
- Passion for technology evidenced by personal projects and initiatives
- The work ethic and confidence to shine alongside motivated colleagues
- Professional written and spoken English with excellent presentation skills
- Experience with Linux (Debian or Ubuntu preferred)
- 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
- Willingness to travel up to 50% for customer meetings and industry events
- Ability to develop and execute territory sales plans
- Detail oriented with effective follow-up
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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
Partner Sales Director - Global System Integrator (GSI)
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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.
Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Partner Sales Director to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services.
Reporting to the VP Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations and executive engagements.
The role entails
- Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
- Deep understanding of Linux and cloud software ecosystem, and open source selling models
- Negotiate contracts and commercial business terms
- Deep understanding of partner organizations and sales models, in particular with Global System Integrators
- Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
- Lead executive interlocks between partners and Canonical leadership team
- Ability to travel - sometimes internationally - up to 40% of the time
What we are looking for in you
- Extensive experience in alliance or indirect sales management roles
- Extensive experience with OpenStack, virtualization, containers and other Cloud technologies.
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with ambitious achievement goals
- Excellent communication and presentation skills
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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
Senior Partner Sales Manager - Global System Integrator (GSI)
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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.
Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Senior Partner Sales Manager to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services.
Working the the Partner Sales Director in their geographic region, the Senior Partner Sales Manager will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.
The role entails
- Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
- Deep understanding of Linux and cloud software ecosystem, and open source selling models
- Negotiate contracts and commercial business terms
- Deep understanding of partner organizations and sales models, in particular with Global System Integrators
- Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
- Lead executive interlocks between partners and Canonical leadership team
- Ability to travel - sometimes internationally - up to 40% of the time
What we are looking for in you
- Extensive experience in alliance or indirect sales management roles
- Extensive experience with OpenStack, virtualization, containers and other Cloud technologies.
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with ambitious achievement goals
- Excellent communication and presentation skills
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. 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.
#LI-remote
Ready to apply?
Apply to 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 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.
We 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.
The role entails
- Taking ownership of Canonical's global cloud partner strategy, leading efforts to forecast, driving bookings, and growing 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 expectations 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 compelling 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, coupled 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.
#LI-remote
Ready to apply?
Apply to Canonical
Silicon Alliances Ecosystem Development Manager
Share this job
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.
The role of a Silicon Alliances Ecosystem Development Manager at Canonical
Ubuntu is the fastest growing enterprise Linux, the leading platform for public cloud computing, and the engineer's favorite way to drive the future.
Our goal is to help the enterprise embrace open source from end to end, across every class of compute and every class of application, starting with the linux kernel itself, to infrastructure solutions like OpenStack and Kubernetes, all the way up to data, security, analytics and serverless capabilities.
The Silicon Alliances Team works with the leading semiconductor companies to combine open source adoption with innovative optimizations to get the most from each new chip. With our semiconductor partners, we develop joint product roadmaps, drive delivery, formulate go-to-market plans and conceptualize new business models, enabling differentiated hardware and robust product life-cycle support while still anchored to best-in-class Ubuntu. The end goal is a frictionless experience to deploy, maintain, and develop on any hardware from cloud to edge.
The successful candidate is someone who is passionate about both hardware and software technology with interest to grow into business development. We are hiring for positions across early career to senior roles, with scope ranging from small exploratory partnerships to managing our largest and most strategic partnerships.
If you are someone who can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you.
Location: We are hiring for remote roles in Americas. We will also consider applicants in EMEA who can accommodate a shifted schedule to support Silicon partners in Americas. Global travel to sprints, events, and partner meetings is part of the role.
What your day will look like
- Represent Canonical, its solutions and software to partners.
- Develop a deep understanding of silicon partner strategies, technologies and roadmaps and identify overlap with Canonical’s current and future products.
- Work cross-functionally with engineering, product, marketing and sales teams to facilitate new business, leading definition of joint products, solutions and complex programs relying heavily on your communicating and influencing skills.
- Ensure that robust project plans are created, tracked, and executed.
- Develop joint Go To Market strategy and campaigns with silicon partners, manage market messaging, collateral and launch plans across products.
- Negotiate successful contracts.
What we are looking for in you
- B.A / B.S / B.E degree in science, technology and/or engineering.
- Fundamental understanding of the semiconductor industry and ecosystem.
- Experience in software and system architecture is preferred.
- Customer-facing experience in business development, technology strategy or similar functions.
- Excellent communication skills; ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels
- Disciplined and self motivated for a remote-first workplace environment.
Additional skills that you might also bring
- Experience with open source software and open source business models is preferred.
- Team leadership or program management experience.
What we offer you
Your base pay will depend on various factors including your geographical location, level of experience, knowledge and skills. In addition to the benefits above, certain roles are also eligible for additional benefits and rewards including annual bonuses and sales incentives based on revenue or utilisation. Our compensation philosophy is to ensure equity right across our global workforce.
In addition to a competitive base pay, we provide all team members with additional benefits, which reflect our values and ideals. Please note that additional benefits may apply depending on the work location and, for more information on these, please ask your Talent Partner.
- Fully remote working environment - we’ve been working remotely since 2004!
- Personal learning and development budget of 2,000USD per annum
- Annual compensation review
- Recognition rewards
- Annual holiday leave
- Parental Leave
- Employee Assistance Programme
- Opportunity to travel to new locations to meet colleagues at ‘sprints’
- Priority Pass for travel 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. 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.
#LI-remote
Ready to apply?
Apply to Canonical
Silicon Alliances Ecosystem Development Manager - Shanghai or Beijing
Share this job
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 are hiring a Silicon Alliance partner manager in Beijing or Shanghai to drive Canonical’s joint initiatives and technical engagements with major semiconductor partners. The Silicon Alliances Team works with the leading semiconductor companies to combine open source adoption with innovative optimizations to get the most from each new chip. With our semiconductor partners, we develop joint product roadmaps, drive delivery, formulate go-to-market plans and conceptualize new business models, enabling differentiated hardware and robust product life-cycle support while still anchored to best-in-class Ubuntu. The end goal is a frictionless experience to deploy, maintain, and develop on any hardware from cloud to edge.
The successful candidate is someone who is passionate about both hardware and software technology with interest to grow into business development. If you are someone who can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you.
Location: This is an office based role in Beijing or Shanghai. .
The role entails
- Collaborating with product, engineering, and alliance teams at silicon partners to align on open-source strategies.
- Ensuring Canonical’s product requirements are clear and delivery is executed as planned.
- Maintaining relationships with engineering teams to integrate and optimize Ubuntu.
- Acting as the product champion and point of contact for named siliconpartners.
- Coordinating with marketing and product teams on messaging, content creation, and launch plans.
- Creating partner- and customer-facing materials like webinars, presentations, videos, and white papers.
- Driving Ubuntu adoption across partner products, advocating its benefits to stakeholders.
- Leading in making Canonical products the default choice for our partners to build on and accelerating adoption of our technology by end users on their platforms.
What we are looking for in you
- Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path.
- Bachelor’s degree in science, technology and/or engineering.
- Fundamental understanding of the semiconductor industry and ecosystem.
- Experience in software and system architecture.
- Customer-facing experience in business development, technology strategy or similar functions.
- Excellent communication skills with ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels.
- Disciplined and self motivated for a remote-first workplace environment.
Nice-to-have skills
- Experience with open source software and open source business models.
- Team leadership or program management experience.
- Understanding of marketing and go-to-market strategy
- Experience working with Chinese based tech companies.
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. 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.
Ready to apply?
Apply to Canonical
Silicon Alliances Ecosystem Development Manager - APAC
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The role of a Silicon Alliances Ecosystem Development Manager at Canonical
Ubuntu is the fastest growing enterprise Linux, the leading platform for public cloud computing, and the engineer's favorite way to drive the future.
Our goal is to help the enterprise embrace open source from end to end, across every class of compute and every class of application, starting with the linux kernel itself, to infrastructure solutions like OpenStack and Kubernetes, all the way up to data, security, analytics and serverless capabilities.
The Silicon Alliances Team works with the leading semiconductor companies to combine open source adoption with innovative optimizations to get the most from each new chip. With our semiconductor partners, we develop joint product roadmaps, drive delivery, formulate go-to-market plans and conceptualize new business models, enabling differentiated hardware and robust product life-cycle support while still anchored to best-in-class Ubuntu. The end goal is a frictionless experience to deploy, maintain, and develop on any hardware from cloud to edge.
The successful candidate is someone who is passionate about both hardware and software technology with interest to grow into business development. We are hiring for positions across early career to senior roles, with scope ranging from small exploratory partnerships to managing our largest and most strategic partnerships.
If you are someone who can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you.
Location: We are for hybrid work; mix of on-site in our Taipei office and remote from home. Global travel to sprints, events, and partner meetings is part of the role.
What your day will look like
- Represent Canonical, its solutions and software to partners.
- Develop a deep understanding of silicon partner strategies, technologies and roadmaps and identify overlap with Canonical’s current and future products.
- Work cross-functionally with engineering, product, marketing and sales teams to facilitate new business, leading definition of joint products, solutions and complex programs relying heavily on your communicating and influencing skills.
- Ensure that robust project plans are created, tracked, and executed.
- Develop joint Go To Market strategy and campaigns with silicon partners, manage market messaging, collateral and launch plans across products.
- Negotiate successful contracts.
What we are looking for in you
- B.A / B.S / B.E degree in science, technology and/or engineering.
- Fundamental understanding of the semiconductor industry and ecosystem.
- Experience in software and system architecture is preferred.
- Customer-facing experience in business development, technology strategy or similar functions.
- Excellent communication skills; ability to grasp complex material and synthesize key points.
- Ability to think and work at both strategic and tactical levels
- Disciplined and self motivated for a remote-first workplace environment.
Additional skills that you might also bring
- Experience with open source software and open source business models is preferred.
- Team leadership or program management experience.
What we offer you
Your base pay will depend on various factors including your geographical location, level of experience, knowledge and skills. In addition to the benefits above, certain roles are also eligible for additional benefits and rewards including annual bonuses and sales incentives based on revenue or utilisation. Our compensation philosophy is to ensure equity right across our global workforce.
In addition to a competitive base pay, we provide all team members with additional benefits, which reflect our values and ideals. Please note that additional benefits may apply depending on the work location and, for more information on these, please ask your Talent Partner.
- Fully remote working environment - we’ve been working remotely since 2004!
- Personal learning and development budget of 2,000USD per annum
- Annual compensation review
- Recognition rewards
- Annual holiday leave
- Parental Leave
- Employee Assistance Programme
- Opportunity to travel to new locations to meet colleagues at ‘sprints’
- Priority Pass for travel and travel upgrades for long haul company events
About Canonical
Canonical is a pioneering tech firm that is 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 on a daily basis. 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.
Canonical has been a remote-first company since its inception in 2004. Work at Canonical is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical provides a unique window into the world of 21st-century digital business.
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.
#LI-remote
Ready to apply?
Apply to Canonical