Partner Sales Director - Global System Integrator (GSI)

Canonical; Sherbrooke; On-site; USD 80,000 - 120,000; Full time

Job summary

An innovative tech firm is seeking a Partner Sales Director to drive growth through strategic partnerships. This role involves building relationships with Global System Integrators, understanding the cloud software ecosystem, and negotiating contracts. The ideal candidate will possess extensive experience in alliance management and a passion for open source technologies. Join a dynamic environment where your contributions will shape the future of software, and enjoy opportunities for international travel and professional development.

Benefits

Distributed work environment

USD 2,000 annual learning budget

Recognition rewards

Annual leave

Family leave policies

Employee Assistance Programme

Opportunities for global travel

Qualifications

• Extensive experience in alliance or indirect sales management roles.
• Deep understanding of Linux and cloud software ecosystem.

Responsibilities

• Building strategic relationships with partners at various levels.
• Negotiating contracts and commercial terms with partners.
• Leading executive interlocks between partners and Canonical leadership.

Skills

Alliances Management

Indirect Sales Management

Cloud Technologies

OpenStack

Virtualization

Containers

Communication Skills

Presentation Skills

Job description

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, as well as industry leaders across sectors. The company is founder-led, profitable, and growing.

Global System Integrators (GSI) are crucial to Canonical's growth plans over the next three years. We are hiring a Partner Sales Director to work closely with GSI partners throughout their sales cycles and across their organizations to facilitate Ubuntu-based solutions and opportunities. The role also involves helping GSI build long-term digital transformation platforms with Ubuntu stacks and services.

Reporting to the VP of Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing market share and attach rate, evangelizing the partnership, and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through, and sell-with motions with the GSI, and will lead customer workshops, sales events, public presentations, and executive engagements.

The role entails

1. Building strategic relationships with partners at various levels, ensuring engagement with Ubuntu technology.
2. Having a deep understanding of the Linux and cloud software ecosystem, and open source selling models.
3. Negotiating contracts and commercial terms.
4. Understanding partner organizations and sales models, especially with GSIs.
5. Collaborating with marketing, sales engineering, and product management to meet targets and provide partner insights.
6. Leading executive interlocks between partners and Canonical leadership.
7. Ability to travel internationally up to 40% of the time.

What we are looking for in you

1. Extensive experience in alliance or indirect sales management roles.
2. Experience with OpenStack, virtualization, containers, and cloud technologies.
3. Autonomous, disciplined, and hands-on approach.
4. Ability to understand customer requirements, evaluate gaps, and create opportunities.
5. Passion for Ubuntu products and mission.
6. Comfortable in fast-paced, high-pressure environments with ambitious goals.
7. Excellent communication and presentation skills.

What we offer colleagues

We offer a competitive, performance-based compensation package, including annual reviews, bonuses, and benefits tailored to local needs. Additional perks include:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Recognition rewards, annual leave, and family leave policies.
• Employee Assistance Programme.
• Opportunities to travel and meet colleagues globally.

About Canonical

Canonical is a pioneering tech firm leading the global shift to open source. As the publisher of Ubuntu, a key platform for AI, IoT, and cloud computing, we are shaping the future of software. We recruit globally and uphold high standards for excellence. Working at Canonical means thinking differently, working smarter, and continuously learning.

Canonical is an equal opportunity employer

We are committed to creating a workplace free from discrimination. We value diversity of experience, perspectives, and background, which enrich our environment and products. We consider all applications fairly, regardless of your identity.