Senior Partner Manager, ANZ Channel

TN United Kingdom; London; Remote; USD 50,000 - 90,000; Full time

Job summary

An innovative company is seeking a Senior Partner Manager to drive channel sales in a dynamic environment. This role involves developing strategies for engaging distributors and resellers, enhancing Canonical's presence in the open-source and cloud sectors. You will leverage your sales expertise to build strong relationships, guide partners through onboarding, and ensure their success. With a focus on collaboration and growth, this position offers the opportunity to work in a distributed team, participate in exciting projects, and contribute to the company's mission of delivering cutting-edge technology solutions. If you're a self-starter with a passion for technology and sales, this role is perfect for you.

Benefits

Personal Learning Budget

Annual Compensation Review

Recognition Rewards

Annual Holiday Leave

Maternity and Paternity Leave

Employee Assistance Programme

Opportunities to Travel

Priority Pass for Travel

Biannual Team Sprints

Qualifications

• Experience in software or technology sales in the relevant market.
• Fluency in English and understanding of open source, Linux, and Ubuntu.

Responsibilities

• Develop and execute channel strategy for distributors and resellers.
• Identify and recruit new potential partners within the territory.

Skills

Sales Experience

Negotiation Skills

Interpersonal Skills

Technical Knowledge of Open Source

Presentation Skills

Education

Bachelor's Degree in Technology

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 emerging categories such as smart gateways, self-driving cars, and advanced robots. Canonical provides enterprise security, support, and services to commercial users of Ubuntu.

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

In this role, the Senior Partner Manager, Americas Channel, reports to the Director, Global Channel Sales. It requires a mix of farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.

The candidate 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 role involves owning and leading initiatives in an unstructured, startup-like environment, and selling open source, cloud, virtualization, and technical software solutions.

While primarily focused on reseller and distributor channel partners, the candidate must also be comfortable with initial customer discovery calls and presentations as needed.

Location: US, Canada, or Brazil

The Role Entails

1. Developing and executing channel strategy for distributors and resellers within the territory.
2. Increasing awareness of Canonical as a leader in Open Source and Cloud (Private, Hybrid, Multi, and Public models).
3. Identifying and recruiting new potential partners.
4. Leveraging personal networks and prospecting skills to engage new partners and strengthen existing relationships.
5. Guiding partners through onboarding and enablement.
6. Developing mutually beneficial go-to-market plans with partners.
7. Arranging and conducting sales and pre-sales training for resellers.
8. Managing channel pipeline through regular partner interactions.
9. Supporting partner satisfaction and acting as a trusted advisor.
10. Maintaining consistent contact with priority resellers and distributors.

What we are looking for in you

1. Bachelor's degree, preferably in a technology field.
2. Experience in software or technology sales in the relevant market.
3. Fluency in English.
4. Understanding of open source, Linux, and Ubuntu.
5. A self-starter with a proven sales record.
6. Attention to detail and strong follow-up skills.
7. Effective negotiation skills and ability to close sales.
8. Excellent interpersonal and presentation skills.
9. Ability to work productively in a distributed team environment.
10. Mature approach to long-term customer relationships.
11. Ability to represent the company at external events.
12. Start-up experience is an advantage.

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually to recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus. We provide additional benefits reflecting our values and ensuring fairness globally.

• Distributed work environment with biannual in-person team sprints.
• 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.
• Opportunities to travel and meet colleagues in new locations.
• Priority Pass and travel upgrades for long-haul company events.