Partner Sales Director - Global System Integrator (GSI)

Canonical; Seattle (WA); Remote; USD 120,000 - 150,000; Full time

Job summary

A leading company in open source software is seeking a Partner Sales Director to enhance relationships with global system integrators. This role involves strategic sales, collaboration with various teams, and a focus on Ubuntu-based solutions. The ideal candidate will have extensive experience in sales management, strong communication skills, and a passion for Ubuntu. The position offers a remote work culture and various benefits, including a learning budget and travel opportunities.

Benefits

Distributed work environment

Learning and development budget

Annual reviews

Recognition rewards

Holiday leave

Parental leaves

Employee Assistance Programme

Travel opportunities

Travel upgrades for company events

Qualifications

• Extensive experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.

Responsibilities

• Building strategic relationships with partners and fostering stickiness with Ubuntu technology.
• Leading executive interlocks between partners and Canonical leadership.

Skills

Linux

Cloud Technologies

Open Source Selling

Communication

Presentation Skills

Tools

OpenStack

Virtualization

Containers

Job description

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 leading public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable, and growing.

We are hiring a Partner Sales Director to work closely with Canonical GSI partners, facilitating ubuntu-based solutions and building long-term digital transformation platforms with ubuntu stacks and services. Reporting to the VP Global Alliances and Channels, this role involves building trusted relationships, increasing market share, and leading business interactions at all levels, from engineers to CxO. The role includes owning strategies, sales motions, and engaging in customer workshops, sales events, and executive engagements.

The role entails

• Building strategic relationships with partners and fostering stickiness with Ubuntu technology.
• Deep understanding of Linux, cloud software ecosystems, and open source selling models.
• Negotiating contracts and commercial terms.
• Understanding partner organizations and sales models, especially with GSIs.
• Collaborating with marketing, sales engineering, and product management to meet targets and represent partner interests.
• Leading executive interlocks between partners and Canonical leadership.
• Travel up to 40%, sometimes internationally.

What we are looking for in you

• Extensive experience in alliance or indirect sales management roles.
• Experience with OpenStack, virtualization, containers, and cloud technologies.
• Autonomous, disciplined, hands-on, and results-oriented.
• Ability to capture customer requirements, identify 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.

What we offer colleagues

Our benefits include a distributed work environment, learning and development budget, annual reviews, recognition rewards, holiday leave, parental leaves, Employee Assistance Programme, travel opportunities, and travel upgrades for company events.

About Canonical

Canonical pioneers in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud computing. We hire globally, value excellence, and foster a remote work culture since 2004. Working here challenges you to think differently and learn continuously.

Canonical is an equal opportunity employer, committed to diversity and fair consideration for all applicants.

Additional Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Software Development