Senior Partner Sales Manager - Global System Integrator (GSI)

Canonical Ltd.

Auckland

On-site

NZD 180,000 - 240,000

Full time

2 days ago

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Benefits offered by this job

Team sprints in person

Learning budget USD 2,000 per year

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Wellness platform

Travel opportunities

Travel upgrades

Job summary

Canonical Ltd. in Auckland seeks a Senior Partner Sales Manager to drive growth with global system integrator partners. You will manage complex sales cycles, evangelize Ubuntu-based solutions, and align partner programs with Canonical's strategic goals.

You will build trusted relationships with partner executives, run workshops, and participate in regional and global events. Travel up to 40% is required in this fast-paced role.

Qualifications

Extensive experience in alliance or indirect sales management.
Strong knowledge of OpenStack, virtualization, containers and cloud tech.
Proven ability to capture customer requirements and identify opportunities.
Excellent communication and presentation skills.

Responsibilities

Build strategic relationships with partners at levels, and stickiness with Ubuntu technology.
Lead executive interlocks between partners and Canonical leadership.
Negotiate contracts and commercial terms with Global System Integrators.
Travel up to 40% and collaborate with marketing, sales engineering, and product teams.

Skills

Alliance sales mgmt

Indirect sales

OpenStack

Cloud tech

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 1200+ 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.

Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Senior Partner Sales Manager 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.

Working the the Partner Sales Director in their geographic region, the Senior Partner Sales Manager 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. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.

The role entails

Build strategic relationships with partners at 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

What We Are Looking For In You

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 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 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 which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.