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Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders across many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

We have created a new leadership role, Partner Marketing Director, to drive our Go-To-Market strategy across our partner ecosystem, from silicon to public cloud, through channel and hardware manufacturers. As the publisher of Ubuntu and the leading provider of open source to major technology firms globally, we play a unique role in various innovative value chains (Public Cloud, Cybersecurity, AI, IoT), supporting our partners both technically and commercially.

Reporting to the VP of Marketing, you will lead a team of marketing managers running partner programs. You will work closely with our partners to make Canonical their trusted partner to deliver open source-based products and solutions. You will be responsible for maximizing the overall ROI of our campaigns supporting our partners' motions, whether sell-to, sell-through, or sell-with.

The partner marketing team is composed of multi-talented professionals, comfortable formulating joint value propositions and running lead generation campaigns. They excel at creating remarkable messages/assets and selecting the most effective channels through complex supply chains. They are passionate about technology, enterprise users, and early adopters of advanced partner analytics technologies.

Location:

The role entails

1. Building a marketing strategy that drives pipeline growth and revenue outcomes through key partners – Silicon, IHV, ODM, Channel, GSI, etc.
2. Aligning with growth, field, and product marketing to deliver activities integrated with Canonical's campaigns.
3. Owning the execution of partner campaigns across the funnel from recruitment to demand generation programs.
4. Engaging and elevating the partner community through exceptional content in partnership with communication, product, and alliances teams.
5. Multiplying our partners' impact through programmatic approaches.
6. Crafting bespoke plans and joint value propositions to stand out in the marketplace.
7. Championing our partner collaboration vision both internally and externally.
8. Managing the use of Marketing Development Funds (MDF), whether received or distributed.
9. Driving the adoption of advanced analytics and reporting tools to continually improve ROI.
10. Mentoring and developing a diverse team of partner marketers covering our entire spectrum of partners.
11. Cultivating a culture of continuous testing and optimization.

What we are looking for in you

• Strong understanding of the technology ecosystem including Silicon, IHV, ISV, ODM/OEMs, cloud service providers, and channels.
• Proven leadership in aligning diverse partners around Go-To-Market strategies.
• Track record of developing and executing successful co-marketing programs in the technology space.
• Experience reporting on complex partner marketing activities and touchpoints.
• Ability to foster a culture of excellence, agility, and self-drive in your team.
• Curiosity and continuous learning mindset.
• Outstanding communication skills in English, both verbal and written.
• Exceptional academic results at high school and university levels.
• Willingness to travel internationally up to 4 times a year for company events lasting up to two weeks.

Additional preferences include:

• Familiarity with specific verticals (e.g., Telco, Finance, Industrial, Automotive).
• Experience leading distributed teams across different time zones.

What we offer colleagues

We consider geographical location, experience, and performance when shaping compensation worldwide. We revisit compensation annually (more often for graduates and associates) to recognize outstanding performance. Along with base pay, we offer a performance-driven annual bonus or commission. We provide additional benefits reflecting our values and ensuring 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 leading the global move to open source. As the publisher of Ubuntu, a major open-source platform for AI, IoT, and cloud, we are transforming software. We recruit globally and set high standards for new hires. Working here is future-oriented, encouraging innovative thinking, smarter work, new skills, and personal growth.

Canonical is an equal opportunity employer

We foster a workplace free from discrimination. Diversity of experience, perspectives, and backgrounds enhances our work environment and products. We consider all applications fairly regardless of your identity.

Seniority level: Director

Employment type: Full-time

Job function: Marketing and Sales

Industries: Software Development

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