Global Channel Partnerships Lead — Open Source (Remote)

Canonical Ltd.; Charlotte Amalie (United States Virgin Islands); Remote; USD 100,000 - 170,000; Full time

Benefits offered by this job

Performance bonus or commission

Learning budget USD 2,000 per year

Annual compensation review

Travel to team events

Twice-yearly in-person team sprints

Job summary

Canonical Ltd. is expanding its channel sales team to drive growth through global reseller and distributor partners. You will own the channel strategy, recruit partners, and guide onboarding and enablement, while building go-to-market plans and training programs.

The role requires strong prospecting, relationship-building, and negotiation skills to achieve annual quotas in a startup-like environment. Occasional travel and in-person team sprints are expected.

Qualifications

• Bachelor's level 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.
• 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.

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.
• Identify and recruit new potential partners in assigned territory.
• Leverage personal network and prospecting skills to engage new partners.
• 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.
• Maintain regular contact with priority resellers and distributors.

Skills

Fluency in English

Open source knowledge

Linux knowledge

Ubuntu knowledge

Sales targets track record

Negotiation skills

Interpersonal skills

Presentation skills

Distributed team work

Start-up experience

Education

Bachelor's degree

Job description

Canonical Ltd. is expanding its channel sales team to drive growth through global reseller and distributor partners. You will own the channel strategy, recruit partners, and guide onboarding and enablement, while building go-to-market plans and training programs.

The role requires strong prospecting, relationship-building, and negotiation skills to achieve annual quotas in a startup-like environment. Occasional travel and in-person team sprints are expected.