Partner Sales Director

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 including public cloud, data science, AI, engineering innovation, and IoT.
Canonical has 1200+ 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.
Responsibilities
Build strategic relationships with partners at various levels and foster stickiness with Ubuntu technology
Demonstrate a deep understanding of Linux and cloud software ecosystems, and open source selling models
Negotiate contracts and commercial business 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 as needed, up to 40% of the time
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, can-do 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
We 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 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 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 2004.
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 details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Software Development
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