Partner Sales Executive, North America

Canonical; Regina; Remote; CAD 70,000 - 90,000; Full time

Job summary

A leading open source technology company is seeking a Partner Sales Executive to develop and execute channel strategies in North America. Ideal candidates will have a Bachelor’s degree in technology, sales experience, and strong interpersonal skills. Responsibilities include increasing company visibility and onboarding partners. This role offers competitive compensation and a globally distributed work environment.

Benefits

Annual compensation review

Personal learning and development budget

Maternity and paternity leave

Annual holiday leave

Qualifications

• Experience in software or technology sales.
• Detail-oriented with strong follow-up skills.
• Mature approach to long-term relationship development.

Responsibilities

• Develop and execute channel strategy for distributors and resellers.
• Increase awareness of Canonical in Open Source and Cloud.
• Guide partners through onboarding and enablement.

Skills

Fluency in English

Negotiating skills

Interpersonal skills

Presentation skills

Education

Bachelor's degree in a technology field

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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading cloud and silicon providers and industry leaders in many sectors. Canonical operates as a globally distributed organization with 1200+ colleagues in 75+ countries and 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. Canonical is expanding its channel sales team to capitalize on growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across various industries.

The Partner Sales Executive, North America will report to the Director, Americas Channel Sales and requires a mix of farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas and for identifying, prospecting, and engaging reseller and distributor partners to build and maintain relationships and grow Canonical\'s business within the assigned territory. The role involves selling open source, cloud, virtualization, and technical software solutions and, although focused on partners, includes initial customer discovery calls and presentations as appropriate. Location: US or Canada.

The Role Entails

• Develop and execute channel strategy for distributors and resellers within the assigned territory
• Increase awareness of Canonical as a leading player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
• Identify and recruit new potential partners in the assigned territory
• Leverage personal network and prospecting skills to engage new partners and build on Canonical\'s existing relationships
• Guide partners through onboarding and enablement
• Develop mutually beneficial go-to-market plans and commitments with partners
• Arrange and execute sales and pre-sales trainings for these resellers
• Drive and manage channel pipeline through recurring partner interactions
• Support partners\' satisfaction and act as trusted advisor and point of contact
• Maintain regular contact with priority resellers and distributors

What we are looking for in you

• Bachelor\'s level degree, preferably in a technology field
• Experience in software or technology sales from the specified market
• Fluency in English
• An understanding of open source, Linux and Ubuntu
• A self-starter with a proven track record of achieving sales targets
• Detail oriented with strong follow-up skills
• Effective negotiating skills with ability to close sales
• Excellent interpersonal and presentation skills (written and verbal)
• Productive in a globally distributed team through self-discipline and self-motivation
• Mature approach to long-term relationship development with customers
• The ability to represent the company at external events
• Starting-up experience would be an advantage

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 recognise 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
• Employee Assistance Programme
• 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 its 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.