About Canonical

Canonical is the pioneering force behind Ubuntu, the world's leading open source operating system powering enterprise innovation in public cloud, AI, data science, IoT, and engineering. As a profitable, founder-led company with over 1200 colleagues across 75+ countries, Canonical champions a fully distributed, remote-first culture. Teams collaborate virtually daily and unite for strategic in-person sprints two to four times a year in exciting global locations. Our customers span the globe's top public cloud providers, silicon giants, and industry leaders, all leveraging Ubuntu for breakthrough digital transformations.

Role Overview

The Global Head of GSI Alliances is a newly created senior leadership position reporting to the VP of Global Alliances and Channels. This role drives Canonical's strategic partnerships with Global System Integrators (GSIs), key players delivering next-generation private cloud, container, and public cloud solutions built on Ubuntu. You'll lead a team of alliance representatives, own go-to-market strategies, and embed Canonical's open source solutions at the heart of GSI platforms for enterprise customers. Fully remote and home-based in the Americas or EMEA, this position offers the autonomy to shape high-impact alliances in a growing, innovative tech environment.

Key Responsibilities

• Own and drive comprehensive GSI partner strategy, including forecasting, bookings, and revenue growth for Canonical.
• Lead, mentor, and evolve a high-performing team focused on accelerated revenue expansion through GSI channels.
• Build and nurture strategic relationships at executive levels (engineers to CxO) across GSI organizations.
• Guide product offerings from management and marketing stages, scaling them via Canonical's global sales organization.
• Manage sell-to, sell-through, and sell-with motions, including campaigns, strategic opportunities, events, and Canonical's annual GSI Executive Summit.
• Evangelize partnerships to boost Canonical's market share, attach rates, and trusted advisor status in open source solutions.

Qualifications & Requirements

Canonical seeks a seasoned leader with a proven track record in the GSI ecosystem and open source landscape. Ideal candidates bring:

• Extensive experience in alliance and indirect sales management roles.
• Deep domain expertise in the Global System Integrator sector.
• Strong commercial acumen, with hands-on experience driving revenue growth and margins.
• Exceptional leadership, presentation, and relationship-building skills at executive levels.
• Insight into open source dynamics, Ubuntu's competitive positioning, and Canonical's market opportunities.
• A data-driven mindset, paired with an autonomous, disciplined, hands-on approach to execution.

This role demands a get-it-done mentality in a fast-paced, distributed environment where excellence is the standard.

Benefits & Perks

Canonical offers a globally competitive compensation package tailored to location, experience, and performance, including base pay and performance-driven bonuses or commissions. Annual reviews ensure recognition of top performers. Key perks include:

• Fully distributed work model with biannual in-person team sprints in inspiring locations.
• USD 2,000 personal learning and development budget annually.
• Comprehensive wellness support via Team Member Assistance Program and platform.
• Generous maternity, paternity, and annual holiday leave.
• Travel perks like Priority Pass and upgrades for company events.
• Recognition rewards and opportunities to connect with global colleagues.

Career Growth

Joining Canonical means investing in your professional future within a high-growth, open source leader. This senior role provides visibility to executive leadership, influence over strategic alliances, and direct impact on Ubuntu's enterprise expansion. With annual compensation reviews, dedicated learning budgets, and a culture of excellence, you'll have resources to evolve as a leader. Canonical's remote-first model fosters work-life balance while enabling global collaboration, positioning you for long-term advancement in tech alliances and partnerships.

Why Join Canonical

Be part of the company revolutionizing software through Ubuntu, the platform fueling AI, cloud, and IoT at scale. Canonical's remote-first culture eliminates office politics, emphasizing results and innovation. Work with brilliant minds across continents, contribute to open source's global dominance, and shape the future of enterprise technology. As a profitable grower in a founder-led organization, Canonical offers stability, impact, and the chance to lead transformative GSI alliances that power digital transformations worldwide.

Role FAQs

Is this role fully remote?

Yes, it's home-based in the Americas or EMEA, with occasional travel for team sprints and events.

What is the reporting structure?

This position reports directly to the VP of Global Alliances and Channels.

Does Canonical require specific GSI experience?

Yes, deep experience in the GSI sector and alliance sales is essential.

How does compensation work?

Base pay plus performance bonus/commission, with annual reviews based on global benchmarks.

What makes Canonical's culture unique?

Remote-first with global sprints, focus on open source excellence, and high standards for distributed collaboration.