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- Tasks: Lead GSI partnerships and drive revenue growth for Canonical's open-source solutions.
- Company: Canonical is a pioneering tech firm known for Ubuntu, transforming the software landscape globally.
- Benefits: Enjoy remote work, annual bonuses, personal development budgets, and wellness programs.
- Why this job: Join a dynamic team shaping the future of open-source technology with global impact.
- Qualifications: Experience in alliance sales, leadership skills, and insight into open-source technologies required.
- Other info: Work from anywhere with occasional team meet-ups in exciting locations.
The predicted salary is between 72000 - 100000 £ per year.
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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 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.
Seniority level
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Seniority level
Director
Employment type
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Employment type
Full-time
Job function
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Job function
Business Development and Sales
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Industries
Software Development
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Global Head of GSI Alliances employer: Canonical
Contact Detail:
Canonical Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Global Head of GSI Alliances
✨Tip Number 1
Familiarise yourself with Canonical's products, especially Ubuntu, and understand how they fit into the GSI landscape. This knowledge will help you articulate how you can leverage these solutions to build strategic partnerships.
✨Tip Number 2
Network with current or former employees of Canonical and other companies in the GSI sector. Engaging in conversations about their experiences can provide valuable insights and potentially lead to referrals.
✨Tip Number 3
Prepare to discuss your leadership style and how you've successfully driven revenue growth in previous roles. Be ready to share specific examples that demonstrate your ability to build relationships at the executive level.
✨Tip Number 4
Stay updated on industry trends related to open source and cloud technologies. Being knowledgeable about the competitive landscape will allow you to position Canonical effectively during discussions with potential partners.
We think you need these skills to ace Global Head of GSI Alliances
Some tips for your application 🫡
Understand the Role: Before applying, make sure to thoroughly understand the responsibilities and requirements of the Global Head of GSI Alliances position. Tailor your application to highlight relevant experience in alliance and indirect sales management.
Craft a Compelling CV: Your CV should clearly showcase your experience in the GSI sector, leadership skills, and any relevant achievements. Use quantifiable metrics to demonstrate your impact in previous roles, especially in revenue growth and strategic partnerships.
Write a Tailored Cover Letter: In your cover letter, express your passion for open source technology and Canonical's mission. Highlight specific experiences that align with the role, such as building strategic relationships at executive levels and driving successful partnerships.
Showcase Your Knowledge: Demonstrate your understanding of Canonical's products, particularly Ubuntu, and the competitive landscape. Mention any insights you have about the GSI market and how you can contribute to Canonical's growth in this area.
How to prepare for a job interview at Canonical
✨Understand Canonical's Vision
Before the interview, make sure you have a solid grasp of Canonical's mission and values, especially their commitment to open source. Familiarise yourself with Ubuntu and its role in the tech industry, as this will show your genuine interest in the company.
✨Showcase Your Alliance Experience
Prepare to discuss your previous experience in alliance and indirect sales management roles. Be ready to provide specific examples of how you've successfully built strategic relationships with partners, particularly at the executive level.
✨Demonstrate Data-Driven Decision Making
Highlight your track record of making data-driven decisions. Bring examples of how you've used analytics to drive revenue growth or improve partner strategies, as this aligns with the expectations for the Global Head of GSI Alliances role.
✨Prepare for Leadership Questions
As a senior leadership position, expect questions about your leadership style and how you motivate teams. Think of instances where you've led a team to success, particularly in challenging situations, and be prepared to discuss your approach to fostering collaboration.