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Software Alliances Director, EMEA

Canonical logoCanonical$2,000/yrHome based - EMEAListed 1y+ ago
Apply on Canonical (shows the role here)Before you apply: what we know about Canonical

The posting

The Software Alliances team at Canonical works with leading software companies to optimize and enable their products with Ubuntu and other Canonical software, for instance our AI offerings. We develop joint product roadmaps, drive delivery, and formulate go-to-market plans, content and processes, enabling differentiated offerings and robust product life-cycle support anchored to best-in-class Canonical products. Enterprises are able to receive the benefits of open source, securely maintained, and validated solutions from cloud to edge, whether purchased from Canonical, embedded in Alliance partners’ products, or accessed through the cloud.

The successful candidate is someone who has demonstrated success in business development or product management, both as a leader and an individual contributor in major accounts. If you are someone who is passionate about open source, can navigate complex new technical challenges, learn quickly, and architect solutions and strategies across global teams, this challenging role is for you. This role is ideal for professionals with 7+ years of experience.

Location: This role will be based remotely in the EMEA region.

The role entails

  • Setting the account strategy in a major account, region, and/or vertical.
  • Collaborating with product, engineering, alliance and marketing teams at partners to align on open-source strategies.
  • Capturing partner requirements, evaluating gaps, and identifying Canonical opportunities.
  • Coordinating with marketing and product teams on messaging, content creation, and launch plans.
  • Creating partner- and customer-facing materials like reference architectures, joint blueprints, webinars, presentations, videos, and white papers.
  • Driving Ubuntu adoption within targeted alliance accounts, advocating its benefits to stakeholders and working with partners on enablement training for their development, delivery, support and commercial teams.
  • Influencing alliance partners to build with Canonical technology.
  • Up to 25% travel, including internationally, for internal conferences and to drive partnerships in person.

What we are looking for in you

  • Demonstrated cross-functional leadership and influence
  • Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path.
  • Bachelor's degree in science, technology and/or engineering.
  • Experience in software development and system architecture.
  • Customer-facing experience in software engineering, product management, business development, technology strategy or similar functions.
  • Excellent communication skills across all levels of stakeholders - individual contributors to the C-suite; ability to grasp complex material and synthesize key points.
  • Ability to think and work at both strategic and tactical levels.
  • Disciplined and self motivated for a remote-first workplace environment.

Nice-to-have skills and experience

  • Experience with open source software and open source business models.
  • Product management or program management experience.
  • Understanding of marketing and go-to-market strategy.
  • Sector-specific experience in finance, telecommunications, automotive, or public sectors.
  • Working knowledge of independent hardware and software vendor go-to-market motions.
  • Post-graduate degree in science, technology or engineering field.

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

  • Distributed work environment with twice-yearly team sprints in person
  • Personal learning and development budget of USD 2,000 per year
  • Annual compensation review
  • Recognition rewards
  • Annual holiday leave
  • Maternity and paternity leave
  • Team Member Assistance Program & Wellness Platform
  • Opportunity to travel to new locations to meet colleagues
  • Priority Pass and travel upgrades for long-haul company events

About Canonical

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 expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

#LI-remote

Taken from Canonical's own posting, last seen live on 3 Nov 2026.

Apply on Canonical (shows the role here)

The application

Your details, CV, website and LinkedIn, then 11 questions (5 written).

Have readyCVWebsiteLinkedIn
  1. 1.
    Describe your most relevant experience building commercial relationships in the technology or software sectorWritten answer
  2. 2.
    Describe your familiarity with the open source and Linux ecosystem. How have you gained this knowledge? What motivates you to stay up to date with this sector?Written answer
  3. 3.
    Describe your most significant quota-carrying role, and your confidence in driving to establish new markets.Written answer
  4. 4.
    How did you perform in mathematics at high school?Pick one (9 options)
  5. 5.
    How did you perform in your native language at high school?Pick one (9 options)
  6. 6.
    Please share your rationale or evidence for the high school performance selections above. Make reference to provincial, state or nation-wide scoring systems, rankings, or recognition awards, or to competitive or selective college entrance rWritten answer
  7. 7.
    What was your bachelor's university degree result, or expected result if you have not yet graduated? Please include the grading system to help us understand your result e.g. ‘85 out of 100’, ‘2:1 (Grading system: first class, 2:1, 2:2, thirWritten answer
  8. 8.
    We require all colleagues to meet in person 2-4 times a year, at internal company events lasting between 1-2 weeks. We try to pick new and interesting locations that will likely require international travel and entry requirement visas and vYes or no
  9. 9.
    In the past ten years, looking only at the time since you graduated your first undergraduate degree, how many companies have you worked for?Pick one (11 options)
  10. 10.
    In which country do you currently work?Pick one (314 options)
  11. 11.
    Please indicate your nationality:Pick any (226 options)

From Canonical's apply page, checked 2 Nov 2026.

About Canonical

Publishes Ubuntu and sells security, support, managed services and an open source infrastructure and application stack (private cloud, Kubernetes, storage, databases, observability, machine learning) to enterprises, telcos and the cloud, PC and silicon makers that ship it.

Pay schedule: Base pay set by location and reviewed yearly, plus a performance-driven annual bonus or commission, for employees who work from home and meet their teams in person a few times a year.

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