Senior Leadership Role for Global System Integrator Partnerships

2 days ago

Oslo, Oslo County, Norway Canonical Full time

**Global Innovation Opportunities with Canonical**

We are seeking a seasoned leader to drive our business development and partnership strategy with Global System Integrators (GSIs), crucial actors in the global technology sector. As the publisher of Ubuntu and a leading provider of open source solutions, we aim to expand into the enterprise market where GSIs play a significant role.

The Global Head of GSI Alliances will lead a team of representatives and develop strategic go-to-market strength for Canonical. You will collaborate closely with GSI partners throughout their sales cycles and across their sales organizations to establish Canonical as their trusted partner for delivering open-source solutions at scale for their enterprise customers.

This role requires ensuring that our solutions are embedded at the core of GSI digital transformation platforms. Our GSI team builds trusted relationships with partners at the executive level, increases Canonical's market share and attach rate, evangelizes the partnership, and leads all business interactions from engineers to CxO level.

The successful candidate will own the strategy, sell-to, sell-through, and sell-with motions with all GSI partners, as well as promote our GSI-related activities – from campaigns to strategic opportunities and GSI-related events.

**Key Responsibilities:**
  • Owning and driving GSI partner strategy, forecast, bookings, and revenues for Canonical.
  • Leading and evolving a team towards accelerated revenue growth with GSI.
  • Building strategic relationships with partners at executive levels.
  • Guiding our offering from product management to product marketing and scaling it through the support of our global sales organization.
**Requirements and Qualifications:**

The ideal candidate 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.
  • A track record of data-driven decision-making.
  • An autonomous, disciplined, hands-on, get-it-done mentality.
**About Us:**

Canonical is a pioneering tech firm 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 of software. We recruit on a global basis and set a very high standard for people joining the company.

We value diversity of experience, perspectives, and background, creating a better work environment and better products. Whatever your identity, we give your application fair consideration.

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