Global Head of GSI Alliances

2 weeks ago

Toronto ON, Canada Canonical Full time

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).

Our company largely works from home, this role can be based in the Americas or EMEA.

The role of the Global Head of GSI Alliances at Canonical:

As the Global Head of GSI Alliances you will:

  • 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
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.

  • Remote work with regular team-wide in-person sprints - 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
  • Employee Assistance Programme
  • 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

Describe your experience working with Global System Integrators *

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What was your bachelor's university degree result, or expected result if you have not yet graduated? Please include the grading system to help us understand your result e.g. ‘85 out of 100’, ‘2:1 (Grading system: first class, 2:1, 2:2, third class)’ or ‘GPA score of 3.8/4.0 (predicted)’. We have hired outstanding individuals who did not attend or complete university. If this describes you, please continue with your application and enter ‘no degree’. *

Universities around the world score degrees in different ways. Please indicate your result, or expected result if you are close to graduation, along with information about the grading system.

We expect all colleagues to meet in person 2-4 times a year, at internal company events lasting between 1-2 weeks. We try to pick new and interesting locations that will likely require international travel and entry requirement visas and vaccinations. Are you willing and able to commit to this? *

Please note that if you require any accommodation for travel that relates to a physical disability please do let us know during your hiring process and we will be happy to discuss your requirements further.

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