Partner Sales Director - Global System Integrator (GSI)

Canonical; London; Hybrid; GBP 200,000 +; Full time

Job summary

A leading software provider is seeking a Partner Sales Director to enhance partnerships and drive sales. This role involves strategic relationship building, contract negotiations, and collaboration with the leadership team. Ideal candidates possess extensive experience in sales management and a deep understanding of cloud technologies. Offers a competitive compensation package and a flexible work environment.

Benefits

Performance-driven annual bonus

Personal learning and development budget

Distributed work environment

Annual holiday leave

Maternity and paternity leave

Qualifications

• Extensive experience in alliance or indirect sales management roles.
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities.
• Passionate about Ubuntu products and mission.

Responsibilities

• Build strategic relationships with partners.
• Negotiate contracts and commercial business terms.
• Lead executive interlocks between partners and Canonical leadership.

Skills

Alliance or indirect sales management

OpenStack

Virtualization

Cloud technologies

Excellent communication skills

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:

d04589dc6955

Job Views:

7

Posted:

12.08.2025

Expiry Date:

26.09.2025

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

Global System Integrators (GSI) are key to Canonical's growth. We are hiring a Partner Sales Director to collaborate with GSI partners throughout their sales processes, facilitating Ubuntu-based solutions and building long-term digital transformation platforms with Ubuntu stacks and services.

This role reports to the VP of Global Alliances and Channels. The Partner Sales Director will build trusted relationships with partners, increase market share and attach rate, evangelize partnerships, and lead business interactions across all levels, from engineers to CxO. Responsibilities include strategy ownership, sales motions, and representing Canonical at workshops, events, and executive meetings.

Key responsibilities include:

• Building strategic relationships with partners and fostering engagement with Ubuntu technology
• Deep understanding of Linux, cloud software ecosystems, and open source sales models
• Negotiating contracts and business terms
• Understanding partner organizations and sales models, especially with GSIs
• Collaborating with marketing, sales engineering, and product management to meet targets and represent partner interests
• Leading executive interactions between partners and Canonical leadership
• Travel availability up to 40%, sometimes internationally

Ideal candidate profile:

• Extensive experience in alliance or indirect sales management roles
• Strong knowledge of OpenStack, virtualization, containers, and cloud technologies
• Ability to assess customer needs, identify gaps, and create opportunities
• Passion for Ubuntu products and mission
• Comfortable working in fast-paced, high-pressure environments with ambitious goals
• Excellent communication and presentation skills

What we offer:

We offer competitive compensation based on location, experience, and performance, with annual reviews. Benefits include a performance bonus or commission, learning and development budgets, recognition rewards, holiday leave, parental leave, wellness programs, travel opportunities, and more.