Senior Partner Sales Manager - Global System Integrator (GSI)

Canonical Ltd.

Madrid

On-site

EUR 90,000 - 130,000

Full time

14 hours ago

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Benefits offered by this job

Distributed team culture

Learning & development budget

Annual compensation review

Performance rewards

Holiday leave

Parental leave

Wellness platform

Job summary

Canonical is seeking a Senior Partner Sales Manager in Madrid to work with Global System Integrators and other partners to drive Ubuntu-based solutions. You will lead sales cycles, build trusted relationships, and coordinate across engineering, marketing and product teams to maximize joint opportunities.

The role requires strong experience in indirect sales and cloud technologies, with travels up to 40% and frequent executive engagements.

Qualifications

Extensive experience in alliance or indirect sales management roles.
Extensive experience with OpenStack, virtualization, containers and other Cloud technologies.
Autonomous, disciplined, hands-on mentality.
Ability to capture customer requirements, evaluate gaps, identify and create opportunities.
Passionate about Ubuntu products and mission.
Excellent communication and presentation skills.

Responsibilities

Build strategic relationships with partners and ensure Ubuntu technology stickiness with partners.
Negotiate contracts and commercial terms with partners and customers.
Understand partner organizations and sales models, especially with Global System Integrators.
Collaborate with marketing, sales engineering and product management to hit targets and represent partner voice.
Lead executive interlocks between partners and Canonical leadership.
Travel up to 40% internationally when required.
Run workshops and participate in sales events and executive engagements.

Skills

Alliance sales

Indirect sales

Cloud technologies

OpenStack

Autonomy

Communication & presentation

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 very 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, and industry leaders in many 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 interesting 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 in the coming 3 years. We are hiring a Senior Partner Sales Manager 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.

Working the the Partner Sales Director in their geographic region, the Senior Partner Sales Manager will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.

The role entails

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 business terms
Deep understanding of partner organizations and sales models, in particular with Global System Integrators
Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
Lead executive interlocks between partners and Canonical leadership team
Ability to travel - sometimes 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 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.