Channel Partner Sales Executive, Japan

Canonical Ltd.; United States; On-site; USD 76,000 - 114,000; Full time

Job summary

Canonical is expanding its channel sales team in Japan to drive growth with distributors and resellers. The role combines farming and hunting, owning the end-to-end channel strategy, partner onboarding, and GTM plans to accelerate revenue in open source, Linux, and cloud solutions.

The ideal candidate has a tech-domain degree, proven software sales experience in the region, strong English, and a proven track record of hitting targets while thriving in a startup-like environment.

Qualifications

• Bachelor's degree, preferably in a technology field.
• Experience in software or technology sales from the specified market.
• Fluency in English.
• Understanding of open source, Linux and Ubuntu.
• Proven track record of achieving sales targets.
• Strong follow-up and negotiation skills.
• Excellent interpersonal and presentation skills.
• Self-starter able to work in a startup-like environment.

Responsibilities

• Develop and execute channel strategy for distributors and resellers within the assigned territory.
• Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models).
• Identify and recruit new potential partners in assigned territory.
• Leverage personal network and prospecting skills to engage new partners and build on Canonical’s relationships.
• Guide partners through onboarding and enablement.
• Develop mutually beneficial go-to-market plans with partners.
• Arrange and execute sales and pre-sales trainings with resellers.
• Drive and manage channel pipeline through partner interactions.
• Support partner satisfaction and act as trusted advisor and point of contact.
• Maintain regular contact with priority resellers and distributors.

Skills

Channel sales

Open source sales

Negotiation

English fluency

Education

Bachelor's degree

Tools

CRM software

Job description

Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries. The Channel Partner Sales Executive, Japan role reports to the Director, APAC Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas. They 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 successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions. Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate. Location: Japan.

The Role Entails.

• Develop and execute channel strategy for distributors and resellers within the assigned territory.
• Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models).
• Identify and recruit new potential partners in assigned territory.
• Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships.
• Guide partners through onboarding and enablement.
• Develop mutually beneficial go-to-market plans and commitments with partners.
• Arrange and execute sales and pre sales trainings to these resellers.
• Drive and manage channel pipeline through recurring partner interactions.
• Support partner’s satisfaction and act as trusted advisor and point of contact.
• Maintain a regularity/frequency of contact with priority resellers and distributors.

What we are looking for in you.

• Bachelor's level degree, preferably in a technology field.
• Experience in software or technology sales from the specified market.
• Fluency in English.
• An understanding of open source, Linux and Ubuntu.
• A self starter with a proven track record of achieving sales targets.
• Detail oriented with strong follow-up skills.
• Effective negotiating skills with ability to close sales.
• Excellent interpersonal and presentation skills (written and verbal).
• Productive in a globally distributed team through self-discipline and self-motivation.
• Mature approach to long-term relationship development with customers.
• The ability to represent the company at external events.
• Start-up experience would be an advantage.