Cloud Alliances Business Development Lead

About the role

Canonical, a provider of open source software and operating systems including Ubuntu, is hiring a Cloud Alliances Business Development Lead to coordinate its go-to-market approach with tier 1 cloud partners. The role develops joint product roadmaps, drives delivery and formulates go-to-market plans, content and processes, and supports Canonical's sales, marketing and alliances teams in serving customers together. It is based remotely in the Americas region.

Key responsibilities

• Work with product, engineering, alliance and marketing teams at a cloud partner to align on open-source strategies.
• Capture partner requirements, evaluate gaps and identify Canonical opportunities.
• Coordinate with marketing and product teams on messaging, content creation and launch plans.
• Create partner- and customer-facing materials such as reference architectures, joint blueprints, webinars, presentations, videos and white papers.
• Promote Ubuntu adoption in targeted alliance accounts and run enablement training for partners' development, delivery, support and commercial teams.
• Influence cloud customers to build with Canonical technology.
• Prepare quarterly and yearly public cloud revenue budget forecasts.
• Travel up to 25%, including internationally, for conferences and partnership meetings.

Required profile

• Bachelor's degree in science, technology and/or engineering, or an equivalent academic track record or alternative path.
• Experience in software development and system architecture.
• Customer-facing experience in software engineering, product management, business development, technology strategy or similar.
• Excellent communication skills with stakeholders from individual contributors to the C-suite.
• Ability to work strategically and tactically, and to thrive in a remote-first environment.

Nice-to-have

• Open source software and business model experience.
• Team leadership, product or program management experience.
• Marketing and go-to-market understanding.
• Sector experience in finance, telecoms, automotive or public sectors.
• Working knowledge of independent hardware and software vendor go-to-market motions.
• Post-graduate degree in science, technology or engineering.

What we offer

• Compensation shaped by location, experience and performance, with an annual review and a performance-driven bonus or commission.
• Distributed work with twice-yearly in-person team sprints.
• Learning and development budget of USD 2,000 per year.
• Annual holiday leave, maternity and paternity leave, recognition rewards and wellness support.
• Travel to new locations, Priority Pass and travel upgrades for long-haul events.