Director Business Development, Telco Programs

Location: Home based - North America or Europe



Worldwide strategic role with responsibilities for building, developing and representing Canonicals business with leading Telco partners and Foundation with a focus in VnF, NFV and Networking. This role will work cross-functionally within Canonical to drive Canonical interests. Canonical is transforming the way the world uses open-source software and is a recognized leader in Linux software. We produce Ubuntu for both client compute devices and servers. Ubuntu's use in the enterprise setting is now growing at an unprecedented rate. Ubuntu Server is increasingly the server operating system of choice for cloud (IaaS, PaaS), big data and web workloads.

This role presents an exciting challenge for an energetic self-starter who is interested in working at a leading edge software company that is at the heart of the fastest growing sector of today's technology industry.





  • Identify, Qualify, Close and Develop targeted partners / foundations globally to promote Canonical Cloud Solutions and achieve revenue targets (Ubuntu, OpenStack, Kubernetes and Juju)

  • Develop, promote and execute on multi­-year plans including milestones, KPIs, quarterly executive reports.

  • Manage Telco ISVs,  Partners  and Foundations assigned.

  • Ensure that business plan lands successfully in the Canonical and partner/foundation field, and yields the expected results.

  • Engage with Engineering Services and Cloud Product Team to help define product offerings and engagements that align with core Canonical Cloud Strategy.

  • Develop overall goals including quarterly executive scorecard.

    • Proactively recognizes conflicting priorities and proposes solutions.

    • Develop technology strategies and architectures that aligns Canonical solutions to Telecom.

    • Works with regional counterparts to ensure buy ­in and execution against global plan.

  • Represents Canonical across geographical boundaries with the cultural sensitivity and business maturity appropriate to corporate access and level of responsibility involved.


  • Must have at least 5 years of Telecom, NFV, Software and Cloud Platform  engineering, business development, product management, P&L and alliance development experience with a track record of creating growth strategies.

  • Knowledge of Telecom, NFV, VnF, cloud and scale out solutions.

  • Knowledge of Telecom, NFV, VnF and NEP Platforms in USA.

  • Ability to attract, convince and establish strategic partnerships with large organizations at all levels of an organization, specifically including at CxO level.

  • Strong negotiation skills required, person will be primary in leading contract and partnership negotiations.

  • Advanced university degree preferably in Computer Sciences, Computer Engineering, Engineering or Sciences.

  • Superior English language communication skills includes verbal, written, and presentation forms.

  • Ability to effectively Forecast plans  and use as a CRM tool.

  • Ability to work with Canonical's highly distributed team and be at ease with a matrix managed environment and a culturally diverse company.

  • Business astute and good technical grounding, must have a good understanding of developing partnerships.

  • Good commercial awareness and ability to quickly assimilate elements from the market that will accelerate revenue acquisition: i.e. specific needs within vertical markets, requirements for localization, key events etc.

  • Experience with Linux, Cloud, Orchestration and Service offerings

  • Experience with Ubuntu, Juju, MAAS, KVM, LXC, Docker, Kubernetes.

  • Fluency in other languages a plus.

  • Software Platform knowledge would be a plus.

  • Open source knowledge would be a plus.


Canonical is an equal opportunity employer.


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