Alliances & Channels Leader
WFA Digital Insight
In the current remote job market, demand for strategic partnerships and channel development specialists is on the rise, with companies like Canonical seeking leaders to drive business growth through partnerships. As more businesses adopt open source solutions, the need for skilled professionals who can build and maintain these partnerships has grown significantly. With the global open source market expected to reach new heights, companies are looking for experts who can navigate complex partner ecosystems and drive revenue growth. Canonical, a pioneer in open source software, is no exception, and this role offers a unique opportunity to make a significant impact. Candidates should be prepared to leverage their skills in Excel and partnership development to drive business outcomes.
Job Description
About the Role
The Alliances & Channels Leader role at Canonical is a strategic position that entails building and maintaining partnerships with key players in the technology sector. As a leader in open source software, Canonical operates in a global market, working with a broad range of partners, including system integrators, value-added resellers, and independent software vendors. This role is critical in driving business development and partnership growth, working closely with cross-functional teams to identify and pursue new opportunities.The day-to-day responsibilities of this role involve developing and executing joint go-to-market plans with partners, sales, product management, and engineering teams. The successful candidate will be responsible for building strategic relationships with global and regional partners at executive levels, designing and executing joint business plans, and guiding the development of partner capabilities through sales engagement, technical enablement, and joint marketing.
Canonical operates in a rapidly changing technology landscape, and this role will require a deep understanding of the open source ecosystem and the ability to navigate complex partner relationships. The company is founder-led, profitable, and growing, with a strong commitment to innovation and customer satisfaction.
What You Will Do
- Own and drive partner strategy, forecast, bookings, and revenues for Canonical across one or more indirect routes to market
- Lead and evolve a team or strategic partner portfolio towards accelerated revenue growth and market impact
- Build strategic relationships with global and regional partners at executive levels
- Design and execute joint go-to-market plans with partners, sales, product management, and engineering teams
- Develop partner capability through sales engagement, technical enablement, joint marketing, and disciplined business planning
- Guide the development of Canonical's offering from product management to product marketing and scale it through the support of the global sales organization
- Establish operating cadence, pipeline governance, and data-driven accountability across complex partner relationships
- Work closely with partners throughout their sales, product, delivery, and executive planning cycles to make Canonical their trusted partner for enterprise open source solutions
- Evangelize the partnership and lead business interactions from engineers to CxO level
What We Are Looking For
- Proven experience in building and maintaining strategic partnerships in the technology sector
- Strong understanding of the open source ecosystem and the ability to navigate complex partner relationships
- Excellent communication and interpersonal skills, with the ability to build relationships at executive levels
- Experience in developing and executing joint go-to-market plans and joint business plans
- Strong business development and sales skills, with the ability to drive revenue growth and market impact
- Experience working in a global, distributed team environment
- Strong analytical and problem-solving skills, with the ability to analyze complex data sets and develop insights
- Experience with Excel and other business planning tools
Nice to Have
- Experience working with system integrators, value-added resellers, and independent software vendors
- Knowledge of the technology industry, including trends and developments in open source software
- Experience with data-driven business planning and analysis
- Certification in business development or a related field
Benefits and Perks
- Competitive compensation package
- Opportunity to work with a leader in the open source software industry
- Collaborative and dynamic work environment
- Professional development opportunities
- Flexible working hours and remote work options
- Access to the latest technology and tools
- Comprehensive benefits package, including health insurance and retirement savings plan
- Paid time off and holidays
How to Stand Out
- Tip: Make sure to highlight your experience in building and maintaining strategic partnerships in the technology sector, and be prepared to provide specific examples of your accomplishments.
- Tip: Develop a strong understanding of the open source ecosystem and the ability to navigate complex partner relationships, as this will be critical in this role.
- Tip: Practice your communication and interpersonal skills, as building relationships at executive levels will be a key part of this role.
- Tip: Be prepared to analyze complex data sets and develop insights, as this will be an important part of driving business development and revenue growth.
- Tip: Consider obtaining certification in business development or a related field to demonstrate your expertise and commitment to the field.
- Tip: Research the company and the role thoroughly, and be prepared to ask informed questions during the interview process.
- Tip: Be prepared to discuss your experience with Excel and other business planning tools, and be able to provide examples of how you have used these tools to drive business outcomes.
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