Partner Sales Executive, North America Channel

Canonical; Remote; GBP 60,000 - 80,000; Full time

Job summary

A leading open source software provider is looking for a Partner Sales Executive to enhance channel sales and drive growth in North America. The role requires expertise in engaging resellers and distributors to strengthen relationships and expand the business. Ideal candidates will have a bachelor's degree in a technology-related field, proven sales experience, and be proficient in English. The position offers benefits including performance bonuses, professional development budgets, and opportunities for team travel.

Benefits

Performance-driven annual bonus

Personal learning and development budget

Annual compensation review

Employee Assistance Programme

Qualifications

• Experience in software or technology sales from the specified market.
• Understanding of open source, Linux, and Ubuntu.
• Ability to represent the company at external events.

Responsibilities

• Develop and execute channel strategy for distributors and resellers.
• Increase awareness of Canonical as a lead player in Open Source and Cloud.
• Identify and recruit new potential partners in assigned territory.
• Drive and manage channel pipeline through recurring partner interactions.

Skills

Sales skills

Negotiation

Interpersonal skills

Presentation skills

Detail-oriented

Self-starter

Fluency in English

Education

Bachelor's degree in a technology field

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 + 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.

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.

The Partner Sales Executive, North America Channel will report to the Director, Americas 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 : 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 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 person

Personal learning and development budget of USD 2, 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