Global Head of GSI Alliances at Canonical

Americas

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Open Source Software, Enterprise Software, Cloud ComputingIndustries

Requirements

Experience in a sales or business development role, specifically within the technology or enterprise space
Proven track record of building and managing strategic partnerships
Strong executive-level relationship building skills
Understanding of the open source landscape and enterprise technology trends (cloud, containerization, etc.)
Experience with forecasting, revenue management, and sales strategy

Responsibilities

Own and drive GSI partner strategy, forecast, bookings, and revenues for Canonical
Lead and evolve a team towards accelerated revenue growth with GSI partners
Build strategic relationships with partners at executive levels
Guide Canonical’s offerings from product management through to the global sales organization
Oversee all business interactions with GSI partners, from engineering to C-level executives
Promote GSI-related activities, including campaigns, strategic opportunities, and events (such as the annual GSI executive summit)
Ensure Canonical solutions are integrated into GSI digital transformation platforms

Skills

Key technologies and capabilities for this role

Business DevelopmentStrategic PartnershipsExecutive Relationship BuildingSales StrategyRevenue ForecastingRevenue ManagementOpen SourceCloud ComputingContainerization

Questions & Answers

Common questions about this position

Is this position remote, and what locations are eligible?

Yes, this is a remote position available to candidates in the Americas or EMEA.

What is the salary for the Global Head of GSI Alliances role?

This information is not specified in the job description.

What key skills and experience are required for this role?

Required experience includes sales or business development in technology/enterprise, building strategic partnerships, executive-level relationship building, understanding of open source and enterprise trends like cloud and containerization, and forecasting/revenue management.

What is the company culture like at Canonical?

Canonical is founder-led, profitable, growing, with over 1100 employees in 75+ countries, emphasizing distributed collaboration and limited office-based roles.

What makes a strong candidate for this position?

A strong candidate will have a proven track record in sales/business development in tech/enterprise, strategic partnership building, executive relationship skills, open source knowledge, and revenue forecasting experience, as they will lead a team driving GSI strategy and growth.

Canonical

Provides enterprise support for Ubuntu OS

About Canonical

Canonical publishes Ubuntu, an open-source operating system, and offers various commercial services for it. Their products include extended security maintenance, kernel livepatch services, and enterprise support, which help businesses maintain secure and efficient infrastructure. Canonical partners with hardware and software vendors to certify that Ubuntu operates well on different devices, enhancing its reliability. The company generates revenue through subscription services, support contracts, and certification fees. Canonical stands out from competitors with its strong emphasis on security, data center automation, and developer experience, making Ubuntu a preferred choice for enterprises. The goal of Canonical is to provide comprehensive, secure, and customizable solutions for a diverse clientele, from individual developers to large organizations.

London, United KingdomHeadquarters

2004Year Founded

$9.6MTotal Funding

EARLY_VCCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Performance Bonus

Professional Development Budget

Paid Vacation

Parental Leave

Mental Health Support

Remote Work Options

Risks

Competition from other Linux distributions like Red Hat and SUSE is increasing.

Potential security vulnerabilities in new Ubuntu releases could affect user trust.

Rapid AI evolution may require Canonical to invest significantly to stay competitive.

Differentiation

Canonical is a leader in the enterprise open-source market with Ubuntu.

The company offers extended security maintenance and enterprise support for Ubuntu.

Canonical partners with hardware vendors to certify Ubuntu's compatibility and performance.

Upsides

Growing demand for edge computing boosts Canonical's partnerships, like with congatec.

RISC-V architecture expansion offers new opportunities for Ubuntu's market reach.

Hardware acceleration in web browsers enhances user experience with Canonical's Chromium snap.

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