About this role
Job title: Alliances & Channels (General Track)
About the Role Canonicals Alliances & Channels team enables a select number of strategic partners with open source expertise, backed by Canonical services, to operate at scale and drive growth. This role focuses on partnering with major technology brands and channel partners to deliver enterprise-grade open source solutions across geographies.
What You'll Do
- Enable and manage partnerships with strategic partners (e.g., Dell, NVIDIA, AWS, Accenture, Qualcomm, CDW) using Canonical’s open source expertise and services
- Help partners build their operations and customer projects with enterprise-grade open source, security, and automation at scale
- Align Canonical’s sales, services, and delivery with partner organizations and map your own sales approach to partner structures
- Fuel the funnel and identify strategic sponsors within large, complex organizations to move initiatives forward
- Promote customer-first outcomes and long-term partner relationships for sustainable growth
What We're Looking For
- Consultative, results-oriented, and goal-driven approach
- Resilience when doors don’t open immediately; willingness to invest time for mutual benefit
- Ability to build long-term relationships and trust with partners; customer-first mindset
- Interest in state-of-the-art technology and open-source transformations; enthusiasm to help brands benefit from this knowledge
- Organized, persistent, self-driven, collaborative, and hard-working; adept at navigating large and complex organizations
- Skill in identifying strategic sponsors, fueling a funnel, and mapping your sales organization to that of partners