Partner Sales Director - Global System Integrator (GSI)

Canonical; Victoria; Remote; USD 80,000 - 150,000; Full time

Job summary

An innovative firm is seeking a Partner Sales Director to strengthen strategic partnerships and drive the adoption of Ubuntu technology. This role involves building trusted relationships at various levels, negotiating contracts, and leading collaborative efforts to enhance market share. The ideal candidate will have extensive experience in alliance management and a deep understanding of the cloud software ecosystem. Join a forward-thinking company that values remote work and offers a supportive environment for personal and professional growth. This is an exciting opportunity to make a significant impact in the tech industry.

Benefits

Personal learning and development budget

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Employee Assistance Programme

Opportunities to travel

Priority Pass for travel upgrades

Qualifications

• Extensive experience in alliance or indirect sales management roles.
• Deep experience with OpenStack, virtualization, and cloud technologies.

Responsibilities

• Building strategic relationships with partners and fostering stickiness with Ubuntu technology.
• Negotiating contracts and collaborating closely with marketing and sales engineering.

Skills

Alliances or Indirect Sales Management

Linux and Cloud Software Ecosystem

OpenStack

Virtualization

Containers

Communication 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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, as well as industry leaders across various sectors. The company is a pioneer of global distributed collaboration, with over 1000 colleagues in more than 70 countries and very few office-based roles. Teams meet two to four times annually in interesting locations worldwide 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 over the next three years. 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. This 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 Canonical's market share and attach rate, evangelizing the partnership, and leading all business interactions from engineers to CxO level. They will own the strategy and the 'sell-to', 'sell-through', and 'sell-with' motions with the GSI, and will animate customer workshops, sales events, public presentations, and executive engagements.

The role entails:

1. Building strategic relationships with partners at various levels and fostering stickiness 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 business terms.
4. Understanding partner organizations and sales models, particularly with Global System Integrators.
5. Collaborating closely with marketing, sales engineering, and product management to meet targets and objectives, and representing the voice of the partner.
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. Deep experience with OpenStack, virtualization, containers, and other cloud technologies.
3. Autonomous, disciplined, hands-on, and results-oriented mentality.
4. Ability to understand customer requirements, evaluate gaps, and create opportunities.
5. Passion for Ubuntu products and our mission.
6. Comfortable working in fast-paced and high-pressure environments with ambitious goals.
7. Excellent communication and presentation skills.

What we offer colleagues:

We consider geographical location, experience, and performance when shaping compensation worldwide. Compensation is reviewed annually, with more frequent reviews for graduates and associates, to recognize outstanding performance. In addition to base pay, we offer performance-driven bonuses or commissions. Our benefits reflect our values and are tailored to meet local needs globally:

• Distributed work environment with biannual 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.
• Employee Assistance Programme.
• Opportunities to travel and meet colleagues in new locations.
• Priority Pass and travel upgrades for long-haul company events.

About Canonical:

Canonical is a pioneering tech firm leading the global move to open source. As the publisher of Ubuntu, a key open source platform for AI, IoT, and cloud computing, we are transforming the software world. We recruit globally and uphold high standards for new hires, expecting excellence and top performance. Since 2004, most colleagues have worked remotely, embracing the future of work. Working here challenges you to think differently, work smarter, learn new skills, and elevate your performance.

Canonical is an equal opportunity employer:

We are committed to fostering a workplace free from discrimination. Diversity in experience, perspectives, and backgrounds enriches our environment and enhances our products. We welcome applications from all identities and will consider each application fairly.