Channel Partnerships Lead, India

TN United Kingdom; London; Remote; USD 40,000 - 80,000; Full time

Job summary

An established industry player is seeking a Channel Partnerships Lead to drive growth and expand relationships with resellers and distributors. This role involves developing channel strategies, increasing awareness of open-source solutions, and managing partner interactions. The ideal candidate will possess strong sales experience, negotiation skills, and a passion for technology. Join a dynamic and innovative team that values performance and offers a supportive work environment, including opportunities for personal development and travel. This is a chance to make a significant impact in the rapidly evolving tech landscape.

Benefits

Personal learning and development budget

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Employee Assistance Programme

Opportunity to travel to new locations

Priority Pass for travel upgrades

Qualifications

• Bachelor's degree, preferably in technology.
• Experience in software or technology sales.

Responsibilities

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

Skills

Sales Experience

Negotiation Skills

Interpersonal Skills

Presentation Skills

Self-motivation

Detail-oriented

Understanding of Open Source

Education

Bachelor's Degree in Technology

Job description

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Client:

Canonical

Location:

London, United Kingdom

Job Category:

Other

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EU work permit required:

Yes

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Job Reference:

fcbac2b137f4

Job Views:

8

Posted:

26.04.2025

Expiry Date:

10.06.2025

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Job Description:

Canonical is the publisher of Ubuntu, the world's leading operating system for container, cloud and hyperscale computing. Ubuntu is the operating system of choice for most public cloud linux workloads as well as the emerging categories of smart gateways, self-driving cars and advanced robots. Canonical provides enterprise security, support, and services to commercial users of Ubuntu.

Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.

At Canonical, the Channel Partnerships Lead role reports to the Director, Global Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.

They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory.

The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.

Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate.

Location: Remote, must be based in India

The Role Entails

• Develop and execute channel strategy for distributors and resellers within the assigned territory
• Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
• Identify and recruit new potential partners in assigned territory
• Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful 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 to these resellers
• Drive and manage channel pipeline through recurring partner interactions
• Support partner’s satisfaction and act as trusted advisor and point of contact
• Maintain a regularity/frequency of 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
• Start-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 personPersonal learning and development budget of USD 2, per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveEmployee Assistance ProgrammeOpportunity to travel to new locations to meet colleaguesPriority Pass, and travel upgrades for long haul company events

• 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 personPersonal learning and development budget of USD 2, per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveEmployee Assistance ProgrammeOpportunity to travel to new locations to meet colleaguesPriority Pass, and travel upgrades for long haul company events