Partner Sales Director - Global System Integrator (GSI)

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. Canonical has 1200+ colleagues in 75+ countries and very few office-based roles; teams meet two to four times per year in person to align on strategy and execution.

Global System Integrators (GSI) play a crucial role in Canonical 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. Reporting to the VP Global Alliances and Channels, the Partner Sales Director will build trusted relationships with partners, increase Canonical market share and attach rate, evangelize the partnership, and lead all business interactions from engineers to CxO level.

Responsibilities 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 terms

Deep understanding of partner organizations and sales models, in particular with 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

Ability to travel internationally 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, 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 goals

Excellent communication and presentation skills

What we offer colleagues Distributed work environment with twice-yearly in-person team sprints

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 company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; to succeed we need to be the best at what we do. Most colleagues at Canonical 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.

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