Partner Sales Director - Global System Integrator (GSI)

Canonical Ltd.; Ciudad de México; Remote; MXN 1,836,885 - 2,571,639; Full time

Benefits offered by this job

Personal learning and development budget of USD 2,000

Annual compensation review

Recognition rewards

Maternity and paternity leave

Team Member Assistance Program & Wellness Platform

Job summary

A leading open-source software provider is seeking a Partner Sales Director to build strategic relationships with partners and enhance market share. The ideal candidate has extensive experience in sales management, especially within cloud technologies. Key responsibilities include negotiating contracts and leading executive interactions. This is an opportunity for growth in an innovative environment with a focus on Ubuntu solutions.

Qualifications

• Extensive experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.
• Excellent communication and presentation skills.

Responsibilities

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

Skills

OpenStack

Virtualization

Containers

Cloud technologies

Linux

Communication skills

Presentation skills

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.

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 Partner Sales Director 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.

Reporting to the VP Global Alliances and Channels, the Partner Sales Director 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.

Key Responsibilities

• Build strategic relationships with partners at all 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

Requirements

• 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

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products.