About Canonical

Canonical is a pioneering technology company at the forefront of the global shift to open source software. As the publisher of Ubuntu, one of the world's most influential open-source projects, Canonical powers AI, IoT, cloud computing, and edge solutions. Ubuntu serves as the foundation for enterprise-grade deployments across industries, offering securely maintained and validated open-source platforms from cloud to edge. With a remote-first culture, Canonical recruits top global talent to innovate and deliver best-in-class products that enable enterprises to harness open source benefits securely and efficiently.

Role Overview

The Director of ISV Technical Alliances plays a pivotal role in Canonical's Software Alliances team, partnering with leading software vendors to optimize their products for Ubuntu and Canonical's AI offerings. This position involves developing joint product roadmaps, driving delivery, and crafting go-to-market strategies that create differentiated offerings. Ideal for seasoned professionals with 7+ years of experience in business development or product management, the role demands passion for open source, the ability to navigate complex technical challenges, and strategic thinking across global teams. Based remotely in the Americas, this role includes up to 25% travel for conferences and partnerships.

Key Responsibilities

In this leadership position, you will set account strategies for major accounts, regions, or verticals, ensuring alignment with Canonical's open-source vision. Collaborate closely with product, engineering, alliance, and marketing teams at partner organizations to synchronize open-source strategies. Capture partner requirements, evaluate gaps, and pinpoint opportunities for Canonical technologies like Ubuntu. Coordinate with internal teams on messaging, content creation, and launch plans, while producing partner- and customer-facing materials such as reference architectures, joint blueprints, webinars, presentations, videos, and white papers. Drive Ubuntu adoption within alliance accounts by advocating its benefits to stakeholders and enabling training for partners' development, delivery, support, and commercial teams. Influence partners to integrate Canonical technology into their solutions, fostering long-term product lifecycle support.

Qualifications & Requirements

Canonical seeks candidates with demonstrated cross-functional leadership and influence, capable of excelling both as leaders and individual contributors in major accounts. An exceptional academic track record from high school and university, or a compelling alternative path, is essential, alongside a Bachelor's degree in science, technology, or engineering. Proven experience in software development and system architecture is required, complemented by customer-facing roles in software engineering, product management, business development, or technology strategy. Excellent communication skills are critical, enabling you to engage stakeholders from individual contributors to C-suite executives, grasping complex material and synthesizing key insights. The ability to operate at strategic and tactical levels in a disciplined, self-motivated manner suits Canonical's remote-first environment.

Nice-to-have skills include experience with open source software and business models, product or program management, understanding of marketing and go-to-market strategies, sector expertise in finance, telecommunications, automotive, or public sectors, knowledge of ISV go-to-market motions, and a post-graduate degree in a relevant field.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and performance, with annual reviews and potential bonuses or commissions. Team members enjoy a distributed work environment with twice-yearly in-person sprints, a personal learning and development budget of USD 2,000 annually, recognition rewards, generous annual holiday leave, maternity and paternity leave, a Team Member Assistance Program, and wellness platform. Additional perks include opportunities to travel to new locations for company events, Priority Pass, and travel upgrades for long-haul trips, reflecting Canonical's commitment to work-life balance and global fairness.

Career Growth

At Canonical, career progression is driven by performance and impact. With annual compensation reviews and a focus on learning, employees access resources to upskill in open source, AI, cloud, and emerging technologies. The remote-first model paired with team sprints fosters collaboration and networking across global teams, positioning you for advancement in alliances, product management, or executive leadership. Canonical's growth in Ubuntu and open-source ecosystems provides ample opportunities to lead high-visibility projects and influence industry standards.

Why Join Canonical

Joining Canonical means contributing to Ubuntu's legacy as the platform reshaping software for AI, IoT, and cloud. Work with leading ISVs to deliver secure, open-source solutions that enterprises trust worldwide. Embrace a remote-first culture that values autonomy, innovation, and open source principles, while enjoying premium benefits and global travel opportunities. Be part of a team changing the software world, with the freedom to architect strategies that drive real business outcomes.

Role FAQs

Q: What is the location for this role? A: Fully remote in the Americas, with up to 25% travel including international trips.
Q: What experience level is required? A: 7+ years in business development, product management, or related fields, with software development background.
Q: Does Canonical support remote work? A: Yes, it's a remote-first company with structured in-person sprints.
Q: Are there learning opportunities? A: Absolutely, including a USD 2,000 annual personal development budget.
Q: What makes this role unique? A: Lead technical alliances for Ubuntu, influencing global open-source adoption at the director level.