Partner Sales Director - Global System Integrator (GSI)

Canonical; City of Moncton; Remote; CAD 85,000 - 130,000; Full time

Job summary

A leading open-source software firm is looking for a Partner Sales Director in Moncton, New Brunswick. This role requires extensive experience in alliance sales management and a deep understanding of cloud technologies. Responsibilities include building relationships with partners, negotiating contracts, and collaborating with various teams to achieve sales objectives. The firm offers a distributed work environment and benefits including a performance-driven bonus.

Benefits

Personal learning and development budget of USD 2,000

Annual compensation review

Maternity and paternity leave

Team Member Assistance Program & Wellness Platform

Qualifications

• Extensive experience in sales management roles, particularly with indirect channels.
• Ability to capture customer requirements and create opportunities.
• Autonomous and disciplined work ethic in fast-paced environments.

Responsibilities

• Build strategic relationships with partners.
• Negotiate contracts and business terms.
• Collaborate across marketing, sales, and product management.

Skills

Alliance sales management

OpenStack expertise

Cloud technologies

Excellent communication skills

Presentation skills

Job description

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 breakthrough 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 yearly 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 growth plans. 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, as well as help GSI build long-term digital transformation platforms with Ubuntu stacks and services.

Responsibilities

• Build strategic relationships with partners at multiple levels and achieve stickiness with Ubuntu technology
• Develop a deep understanding of Linux and cloud software ecosystem, and open source selling models
• Negotiate contracts and commercial business terms
• Demonstrate deep understanding of partner organizations and sales models, particularly with Global System Integrators
• Collaborate with marketing, sales engineering and product management to deliver on targets, objectives and provide the voice of the partner
• Lead executive interlocks between partners and Canonical leadership team
• 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, 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

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) 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

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.