Global Head of GSI Alliances

OverviewJoin to apply for the Global Head of GSI Alliances role at Canonical.Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. The company is founder led, profitable and growing, with 1200+ colleagues in 75+ countries and many roles that are not office-based. Teams meet two to four times yearly in person in interesting locations around the world to align on strategy and execution.The company has created a new senior leadership role, Head of Global System Integrator (GSI) Alliances, to lead our business development and partnerships with GSIs in the global technology sector. We are expanding into the enterprise market where GSIs provide significant operational and tactical capacity. We have had success with GSIs delivering next-generation private cloud, container, and public cloud solutions built with Canonical Ubuntu, and we aim to increase 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 the strategic go-to-market strength for Canonical. You will work closely with GSI partners throughout their sales cycles and across their sales organizations to establish Canonical as their trusted partner to deliver open source solutions at scale for enterprise customers. You will ensure 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 levels, increases Canonical’s 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 activities—from campaigns to strategic opportunities and GSI 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 youThe 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 colleaguesWe 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 CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, 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; to succeed, we need to be the best at what we do. Most colleagues 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, and raise your game.Canonical is an equal opportunity employerWe 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 levelDirector Employment typeFull-time Job functionBusiness Development and Sales IndustriesSoftware Development Referrals increase your chances of interviewing at Canonical by 2xGet notified about new Global Head jobs in Rennes, Brittany, France. #J-18808-Ljbffr