Senior Partner Sales Manager

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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 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. The company has a global presence with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person to align on strategy and execution. The company is founder-led, profitable, and growing.

Global System Integrators (GSI) play a crucial role in Canonical growth plans. We are hiring a Senior Partner Sales Manager to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, as well as help GSI build long-term digital transformation platforms with Ubuntu stacks and services.

Working with the Partner Sales Director in their geographic region, the Senior Partner Sales Manager 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. They will often run customer workshops, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.

The role entails

• Build strategic relationships with partners at levels and stickiness with Ubuntu technology
• Deep understanding of Linux and cloud software ecosystem, and open source selling models
• Negotiate contracts and commercial business terms
• Deep understanding of partner organizations and sales models, especially with Global System Integrators
• Work closely with marketing, sales engineering and product management to deliver on targets and provide a voice of the partner
• Lead executive interlocks between partners and Canonical leadership team
• Ability to travel - sometimes internationally - up to 40% of the time

• 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 and high pressure environments with ambitious achievement goals
• Excellent communication and presentation skills

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually 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

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we are changing the world of software. We recruit globally and set a high standard for new hires. Most colleagues have worked from home since inception in 2004. Working here challenges you to think differently, work smarter, and raise your game.

Canonical is an equal opportunity employer

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