Partner Sales Executive, North America

Canonical; Charlotte (NC); Remote; USD 80,000 - 110,000; Full time

Job summary

A leading open-source software provider is seeking a Partner Sales Executive for North America. This role focuses on channel sales, requiring strong negotiation and communication skills. The candidate will develop strategies to engage partners and drive business growth in a dynamic environment. Join a globally distributed team and contribute to innovative solutions in AI, cloud, and IoT.

Benefits

Global, performance-based compensation

USD 2,000 annual learning and development budget

Recognition rewards

Travel opportunities

Qualifications

• Experience in software or tech sales.
• Proven sales achievement as a self-starter.

Responsibilities

• Developing and executing channel strategies for distributors and resellers.
• Recruiting new partners in the territory.
• Managing channel pipeline through partner interactions.

Skills

Fluency in English

Negotiation

Communication

Education

Bachelor's degree

Tools

Linux

Ubuntu

Job description

Join to apply for the Partner Sales Executive, North America 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, as well as industry leaders across sectors. We are a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and few office-based roles, meeting in person 2-4 times a year worldwide to align on strategy and execution.

The company is founder-led, profitable, and growing. We are expanding our channel sales team to meet increasing demand from channel partners, leveraging their expertise to bring open source technology to various industries.

The Partner Sales Executive, North America, reports to the Director, Americas Channel Sales, and requires a mix of farming and hunting skills. The role involves achieving annual growth targets, identifying, prospecting, and engaging reseller and distributor partners to grow Canonical's business within the territory. The ideal candidate should be comfortable leading initiatives in a startup-like environment and selling open source, cloud, virtualization, and technical software solutions. While the focus is on reseller and distributor channels, the candidate should also be capable of conducting customer discovery calls and presentations.

Location: US or Canada

The Role Includes:

• Developing and executing channel strategies for distributors and resellers
• Increasing awareness of Canonical in Open Source and Cloud markets
• Recruiting new partners in the territory
• Leveraging networks and prospecting skills to engage partners
• Guiding partners through onboarding and enablement
• Developing go-to-market plans with partners
• Conducting sales and pre-sales training
• Managing channel pipeline through partner interactions
• Supporting partner satisfaction and acting as a trusted advisor
• Maintaining regular contact with key resellers and distributors

Candidate Requirements:

• Bachelor's degree, preferably in a tech field
• Experience in software or tech sales
• Fluency in English
• Knowledge of open source, Linux, Ubuntu
• Proven sales achievement as a self-starter
• Strong follow-up and negotiation skills
• Excellent communication skills
• Ability to work independently in a distributed team
• Experience in relationship development and representing the company at events
• Start-up experience is a plus

What We Offer:

• Global, performance-based compensation with annual reviews
• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Recognition rewards, holiday leave, parental leave, Employee Assistance Program
• Travel opportunities, travel upgrades for company events

About Canonical:

Canonical leads in open source innovation with Ubuntu, impacting AI, IoT, and cloud. We hire globally, uphold high standards, and foster a remote work culture since 2004. Join us to challenge yourself, learn new skills, and grow professionally.

Canonical is an equal opportunity employer. We value diversity and are committed to providing a fair application process regardless of background or identity.