Jobs at Canonical

As an Engineering Director at Canonical you own both the product and the team, and are entrusted to ensure that they are continually improving, doing valuable work, and finding intellectual satisfaction at Canonical. Astute technical leadership and management acumen is needed to challenge and grow your teams. You will have the opportunity to influence culture, facilitate technical delivery, and work with your teams on strategy and execution.

What you'll do

• Build and lead globally distributed teams of engineers through hiring, coaching, mentoring, feedback and hands-on career development
• Grow and develop new engineering managers to help create high-performing teams
• Effectively set and manage expectations with other internal organisations, senior management, and external stakeholders
• Advocate and advance modern, agile software development practices and help develop and evangelise great engineering and organisational practices
• Grow a healthy, collaborative engineering culture in line with the company values
• Be an active part of the leadership team and collaborate with other leaders in the organisation
• Work from home with global travel up to 20% for internal and external events

Who you are

• You love developing and growing healthy teams and have a track record of doing it
• You are knowledgeable and passionate about software development and organisational management
• You value getting things done by turning product vision into executable strategy
• You have experience in leading, managing, coaching and mentoring engineering managers towards delivering timely, high quality software together with them
• You have solid experience working in an agile development environment

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The Global Lead OEM Alliances is responsible for IHV partner success - we want them to thrive and grow their business with Canonical software, solutions and services. This is a leadership role, responsible for strategic IHV Alliances worldwide.

Reporting to the VP Global Alliances, our IHV Alliance Sales Director will work closely with strategic partners across their complex organizations to engage with their innovation teams and ensure that they consider and integrate Ubuntu stacks and solutions. For example, private clouds, container solutions, and vertical solutions for industries like telco and automotive, are increasingly built on open source and Ubuntu. We are the challenger platform, but we are growing quickly in the industry.

The OEM Director is responsible to build trusted relationships with IHV partners, increase Canonical market share and attach rate, evangelize the partnership and lead all business interactions from engineer to CxO. He/she will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements.

As a OEM Alliances Director you will:

• Build strategic relationships with IHV partners at levels
• Grow their awareness of open source capabilities on Canonical Ubuntu
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Negotiate contracts and commercial business terms
• Demonstrate a deep understanding of large and complex organizations
• Lead partnerships with global accounts such as IBM, Samsung, DellEMC, HPE, Nokia etc.
• Work closely with marketing, sales engineering and product management
• Deliver on targets, objectives and provide a voice of the partner
• Lead executive interlocks between IHV and Canonical leadership
• Travel regularly - sometimes internationally - to drive partnerships in person

Valued Skills And Experience

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on, get-it-done mentality
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about Ubuntu products and mission
• Comfortable in fast-paced and high pressure environments with measurable goals
• Experience with Linux, virtualization, containers, and other cloud technologies.
• Excellent communication and presentation skills

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Our GSI Sales Director is responsible for building trusted relationships with partners, increase Canonical market share and attach rate, evangelize about the partnership and lead all business interactions from engineers to CxO level. The GSI Sales Director will own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many customer workshops, sales event, public presentations and executive engagements.

As a GSI Alliance Sales Director you will:

• Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
• Deep understanding of Linux and cloud software ecosystem, and opensource selling models
• Negotiate contracts and commercial business terms
• Deep understanding of partner organizations and sales models, in particular with Global System Integrators
• Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
• Lead executive interlocks between partners and Canonical leadership team
• Ability to travel - sometimes internationally - up to 40% of the time

The successful GSI Alliance Sales Director will have :

• Extensive experience in alliance or indirect sales management roles
• Extensive experience with OpenStack, virtualization, containers and other Cloud technologies.
• Autonomous, disciplined, hands-on, get-it-done mentality
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about Ubuntu products and mission
• Comfortable in fast-paced and high pressure environments with ambitious achievement goals
• Excellent communication and presentation skills