Partner Sales Executive, North America

Canonical; Raleigh (NC); Remote; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic Partner Sales Executive to join their expanding channel sales team. In this pivotal role, you will leverage your sales expertise to engage with reseller and distributor partners, driving business growth in the North American market. Your responsibilities will include developing channel strategies, conducting training sessions, and ensuring partner satisfaction. This role offers a unique opportunity to work in a distributed environment with a focus on open source technology, providing you the chance to make a significant impact in a collaborative team setting. Join a company that values innovation and offers a global, performance-based compensation structure.

Benefits

Global performance-based compensation

Distributed work environment

Learning and development budget

Recognition rewards

Holiday leave

Parental leave

Employee Assistance Program

Travel opportunities

Company event upgrades

Qualifications

• Bachelor's degree in a technology field is preferred.
• Experience in software or technology sales is required.

Responsibilities

• Develop and execute channel strategies for distributors and resellers.
• Identify and recruit new partners to grow the business.
• Drive channel pipeline through partner interactions.

Skills

Sales Experience

Negotiation Skills

Interpersonal Skills

Presentation Skills

Understanding of Open Source

Fluency in English

Education

Bachelor's Degree in Technology

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 top public cloud and silicon providers, and industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries and few office-based roles. Teams meet two to four times yearly in interesting locations 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 quotas, identifying, prospecting, and engaging reseller and distributor partners to grow Canonical's business within the territory. The candidate must be comfortable leading initiatives in a startup-like environment and selling open source, cloud, virtualization, and technical software solutions. While the role primarily focuses on channel partners, the candidate should also handle initial customer discovery calls and presentations.

Location: US or Canada

The Role Includes:

1. Developing and executing channel strategies for distributors and resellers.
2. Increasing awareness of Canonical in Open Source and Cloud (Private, Hybrid, Multi, and Public).
3. Identifying and recruiting new partners.
4. Leveraging personal networks to engage new partners.
5. Guiding partners through onboarding and enablement.
6. Developing go-to-market plans with partners.
7. Arranging and conducting sales and pre-sales training.
8. Driving channel pipeline through partner interactions.
9. Supporting partner satisfaction and acting as a trusted advisor.
10. Maintaining regular contact with key resellers and distributors.

Desired Qualifications:

1. Bachelor's degree, preferably in a technology field.
2. Experience in software or technology sales.
3. Fluency in English.
4. Understanding of open source, Linux, and Ubuntu.
5. Proven track record in achieving sales targets.
6. Strong follow-up and negotiation skills.
7. Excellent interpersonal and presentation skills.
8. Ability to work independently in a distributed team.
9. Experience in startup environments is an advantage.

What We Offer:

• Global, performance-based compensation with annual reviews.
• Distributed work environment with biannual in-person team sprints.
• Learning and development budget of USD 2,000/year.
• Recognition rewards, holiday leave, parental leave, Employee Assistance Program.
• Travel opportunities and company event upgrades.

About Canonical:

Canonical is a pioneering open source tech firm, publisher of Ubuntu, and a leader in AI, IoT, and cloud platforms. We hire globally, uphold high standards, and foster a remote work culture since 2004. Working here challenges you to think differently, learn continuously, and excel.

Canonical is an equal opportunity employer, committed to diversity and inclusion, and considers all applications fairly.