Partner Sales Director

OverviewCanonical 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 including public cloud, data science, AI, engineering innovation, and IoT.Canonical has ****+ colleagues in 75+ countries with 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's growth plans.We are hiring a Partner Sales Director to work 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.The role reports to the VP Global Alliances and Channels.ResponsibilitiesBuild strategic relationships with partners at various levels and foster stickiness with Ubuntu technologyDemonstrate a deep understanding of Linux and cloud software ecosystems, and open source selling modelsNegotiate contracts and commercial business termsUnderstand partner organizations and sales models, particularly Global System IntegratorsCollaborate with marketing, sales engineering and product management to deliver on targets and provide the voice of the partnerLead executive interlocks between partners and Canonical leadershipTravel as needed, up to 40% of the timeWhat we are looking for in youExtensive experience in alliance or indirect sales management rolesExtensive experience with OpenStack, virtualization, containers and other Cloud technologiesAutonomous, disciplined, hands-on, can-do mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced, high-pressure environments with ambitious goalsExcellent communication and presentation skillsWhat we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide.In addition to base pay, we offer a performance-driven annual bonus or commission.We provide benefits reflecting our values and goals, balanced to meet local needs globally.Distributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company eventsAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source.As the publisher of Ubuntu, Canonical drives important open-source projects and the platform for AI, IoT, and the cloud.We recruit on a global basis and set a very high standard for joining the company.Most colleagues have worked from home since our inception in ****.Working here challenges you to think differently, work smarter, learn new skills, and raise your game.Canonical is an equal opportunity employerWe 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.Job detailsSeniority level: Mid-Senior levelEmployment type: Full-timeJob function: Sales and Business DevelopmentIndustries: Software DevelopmentReferrals increase your chances of interviewing at Canonical.Get notified about new Global Sales Director jobs in Belo Horizonte, Minas Gerais, Brazil.#J-*****-Ljbffr