Partner Sales Director - Global System Integrator (GSI)

Overview

Join to apply for the Partner Sales Director - Global System Integrator (GSI) role at Canonical.

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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include world-leading public cloud and silicon providers, and industry leaders across sectors. Canonical operates with 1200+ colleagues in 75+ countries and very few office-based roles; teams meet two to four times yearly in person in various locations to align strategy and execution. The company is founder-led, profitable, and growing.

The role

Global System Integrators (GSI) play a crucial role in Canonical’s growth plans for 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, and to help GSIs 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 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 customer workshops, sales events, public presentations and executive engagements.

Responsibilities

• Build strategic relationships with partners at multiple 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, in particular with Global System Integrators
• Collaborate with marketing, sales engineering and product management to deliver on targets, objectives and provide the voice of the partner
• Lead executive interlocks between partners and Canonical leadership
• Travel up to 40% of the time (international travel as needed)

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.

• 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

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; to succeed, we need to be the best at what we do. Most colleagues have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Equal opportunity employer

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. Whatever your identity, we will give your application fair consideration.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development
• Industries Software Development

Note: The original job description contained additional lines that have been reformatted for clarity and adherence to the allowed tags.