Alliances & Channels Leader (Open Source)

TL;DR

Alliances & Channels Leader (Open Source): Leading business development and strategic partnerships with GSIs, ISVs, and cloud providers to expand Ubuntu's enterprise adoption with an accent on GTM strategy, revenue growth, and executive relationship management. Focus on designing joint go-to-market plans and converting partner potential into measurable customer impact and market expansion.

Location: Home Based - Americas

Company

hirify.global is a leading provider of open source software and the publisher of Ubuntu, focusing on public cloud, AI, and IoT infrastructure.

What you will do

• Own and drive partner strategy, forecasting, and revenue across multiple indirect routes to market.
• Build and scale strategic executive relationships with global and regional partners.
• Design and execute joint go-to-market plans in collaboration with sales, product management, and engineering teams.
• Develop partner capabilities through sales engagement, technical enablement, and disciplined business planning.
• Guide product offerings and scale them through the support of the global sales organization.
• Establish pipeline governance and data-driven accountability across complex partner relationships.

Requirements

• 10+ years of experience in alliance, channel, partner, ecosystem, or indirect sales management.
• Experience working with GSIs, VARs, ISVs, OEMs, silicon providers, or public cloud marketplaces.
• Deep commercial expertise in managing revenue, margins, pipeline, and partner economics.
• Proven ability to engage confidently with stakeholders from engineers to CxO level.
• Knowledge of open source, Ubuntu, enterprise infrastructure, cloud, and AI.
• Must be based in the Americas.
• Exceptional academic track record from high school and university.

Culture & Benefits

• Fully distributed work environment with twice-yearly in-person team sprints.
• Personal learning and development budget of USD 2,000 per year.
• Annual compensation reviews and performance-driven bonuses or commissions.
• Comprehensive leave policy, including annual holiday and parental leave.
• Wellness platform and Team Member Assistance Program.
• International travel opportunities for company events.