Alliances & Channels Leader

About Canonical

Canonical is a leading provider of open-source software and operating systems to global enterprise and technology markets. The company publishes Ubuntu, a widely used platform in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Canonical operates with a globally distributed collaboration model, employing over 1200 colleagues across more than 75 countries, with minimal office-based roles. Teams meet in person several times a year for strategic alignment.

The Role: Alliances & Channels Leader

Canonical is seeking an Alliances & Channels Leader to join its Global Alliances and Channels organizations. This full-time position is based in Riyadh, Saudi Arabia, and requires over 10 years of experience. The role involves leading business development and partnership efforts with key actors in the global technology sector. As a publisher of Ubuntu and a provider of open source to major technology firms, Canonical engages with a broad partner ecosystem, including global system integrators, value-added resellers, regional distributors, independent software vendors, independent hardware vendors, silicon companies, public clouds, and other strategic technology brands.

Key Responsibilities

• 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 to achieve 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, product marketing, and engineering teams.
• Develop partner capability through sales engagement, technical enablement, joint marketing, and disciplined business planning.
• Guide Canonical's offering from product management to product marketing, scaling it through the support of the global sales organization.
• Establish operating cadence, pipeline governance, and data-driven accountability across complex partner relationships.

Partner Engagement and Focus

This role involves building durable, mutually valuable relationships, developing joint solutions, driving global go-to-market programs, and converting partner potential into measurable customer impact, revenue growth, and market expansion for Canonical. The Alliances and Channels Leader will work closely with partners throughout their sales, product, delivery, and executive planning cycles to position Canonical as a trusted partner for enterprise open-source solutions. Depending on experience and business priorities, the focus may include Channels, GSI, ISV, IHV/OEM, Silicon, Cloud, or cross-ecosystem partnerships.

Required Experience and Skills

• Over 10 years of experience in alliances, channels, or a related field within the technology sector.
• Demonstrated ability to lead, build, or scale strategic partner motions, either through team management or direct high-impact initiatives.
• Experience in building trusted relationships with partners at an executive level.
• Proficiency in increasing market share and attach rates, evangelizing partnerships, and leading business interactions from engineering to CxO level.
• Capability to own strategy, sell-to, sell-through, and sell-with motions across assigned partners or sectors.
• Experience in promoting partner-related activities, including campaigns, enablement, executive engagement, strategic opportunities, and partner events.

Work Environment

Canonical operates as a remote-first company, with most colleagues working from home since its inception in 2004. This role is full-time and based in Riyadh, Saudi Arabia. Compensation is determined by geographical location, experience, and performance, with annual reviews and a performance-driven annual bonus or commission. Canonical is an equal opportunity employer committed to fostering a workplace free from discrimination, valuing diversity of experience, perspectives, and background.