Overview
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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers and industry leaders across 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 per year in person in locations around the world to align on strategy and execution. The company is founder-led, profitable, and growing.
Global System Integrators (GSI) play a crucial role in Canonical\ 's growth over the next few years. We are hiring a Partner Sales Director to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, and to help GSIs build long-term digital transformation platforms with Ubuntu stacks and services. Reporting to the VP Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing the partnership, and leading all business interactions from engineers to CxO level. The role entails
Responsibilities
* Build strategic relationships with partners at multiple levels and foster strong ties to Ubuntu technology
* Demonstrate deep understanding of Linux and cloud software ecosystems and open source selling models
* Negotiate contracts and commercial terms
* Understand partner organizations and sales models, particularly Global System Integrators
* Collaborate with marketing, sales engineering and product management to deliver on targets and provide the voice of the partner
* Lead executive interlocks between partners and Canonical leadership
* Travel up to 40% of the time (international travel as needed)
What we are looking for in you
* 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, high-pressure environments with ambitious goals
* Excellent communication and presentation skills
What we offer colleagues
* 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 company that publishes Ubuntu, a key open-source project and platform for AI, IoT, and the cloud, Canonical is changing the software landscape. We recruit on a global basis and set high standards for people joining the company. Most colleagues 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.
Seniority level
* Mid-Senior level
Employment type
* Full-time
Job function
* Sales and Business Development
Industries
* Software Development
#J-18808-Ljbffr