Vacantes en Zapopan, United States

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 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 across various sectors. The company is a pioneer of global distributed collaboration, with over 1,000 colleagues in more than 70 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.

Global System Integrators (GSI) play a crucial role in Canonical's growth plans over the next three 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 of Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical's market share and attach rate, evangelizing about the partnership, and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through, and sell-with motions with the GSI, and will animate many customer workshops, sales events, public presentations, and executive engagements.

• Build strategic relationships with partners at various levels, and foster 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, especially with Global System Integrators
• Collaborate with marketing, sales engineering, and product management to meet targets and objectives, and serve as the voice of the partner
• Lead executive interlocks between partners and Canonical leadership
• Ability to travel internationally up to 40% of the time

• Extensive experience in alliance or indirect sales management roles
• Strong experience with OpenStack, virtualization, containers, and other cloud technologies
• Autonomous, disciplined, hands-on, and results-oriented mentality
• Ability to capture customer requirements, evaluate gaps, and create opportunities
• Passion for Ubuntu products and mission
• Comfortable in fast-paced, high-pressure environments with ambitious goals
• Excellent communication and presentation skills

We consider geographical location, experience, and performance when shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits reflecting our values and ideals, balanced 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 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Programme
• Opportunities to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, a key open source platform for AI, IoT, and cloud, we are transforming the software industry. We recruit globally and set high standards for new hires, expecting excellence in all we do. Most colleagues have worked remotely since our inception in 2004. Working here challenges you to think differently, work smarter, learn new skills, and elevate your performance.

We are committed to fostering a workplace free from discrimination. Diversity in experience, perspectives, and background enriches our work environment and products. We welcome applications from all backgrounds and will consider each application fairly.

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