Partner Sales Executive, North America

Canonical; San Francisco (CA); Remote; USD 90,000 - 130,000; Full time

Job summary

A leading provider of open source software, Canonical is seeking a Partner Sales Executive for North America. This role involves building relationships with resellers and distributors, achieving growth quotas, and promoting Canonical's solutions. The ideal candidate will have a tech background, proven sales success, and strong interpersonal skills. Join a dynamic team that embraces remote work and values diversity.

Benefits

USD 2,000 annual learning and development budget

Recognition rewards

Holiday leave

Parental leave

Employee Assistance Programme

Travel opportunities

Travel upgrades for company events

Qualifications

• Experience in software or tech sales.
• Fluent in English.
• Understanding of open source, Linux, Ubuntu.

Responsibilities

• Develop and execute channel strategies for distributors and resellers.
• Identify and recruit new partners.
• Conduct sales and pre-sales training.

Skills

Negotiation

Interpersonal Skills

Presentation Skills

Detail-oriented

Follow-up Skills

Education

Bachelor's degree in a tech field

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, and industry leaders across sectors. The company is pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times annually in interesting locations worldwide to align on strategy and execution.

The company is founder-led, profitable, and growing.

Canonical is expanding its channel sales team to meet the 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 both farming and hunting skills. The role involves achieving annual growth quotas, identifying, prospecting, and engaging reseller and distributor partners to build relationships and grow Canonical’s business within the territory.

The candidate must be comfortable leading initiatives in an unstructured, startup-like environment and capable of selling open source, cloud, virtualization, and technical software solutions. While primarily focused on reseller and distributor channels, the role includes conducting customer discovery calls and presentations as needed.

Location: US or Canada

Responsibilities

1. Develop and execute channel strategies for distributors and resellers in the territory
2. Increase awareness of Canonical in Open Source and Cloud (Private, Hybrid, Multi, and Public)
3. Identify and recruit new partners
4. Leverage network and prospecting skills to engage partners
5. Guide partners through onboarding and enablement
6. Create go-to-market plans with partners
7. Conduct sales and pre-sales training
8. Manage channel pipeline through partner interactions
9. Support partner satisfaction and act as trusted advisor
10. Maintain regular contact with key resellers and distributors

Qualifications

1. Bachelor's degree, preferably in a tech field
2. Experience in software or tech sales
3. Fluent in English
4. Understanding of open source, Linux, Ubuntu
5. Proven sales achievement record
6. Detail-oriented with strong follow-up skills
7. Effective negotiation skills
8. Excellent interpersonal and presentation skills
9. Ability to work in a distributed team
10. Long-term relationship development skills
11. Ability to represent the company externally
12. Start-up experience is a plus

Benefits

Competitive worldwide compensation, annual reviews, performance bonuses, and benefits including:

• 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 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. We hire globally, set high standards, and expect excellence. Most colleagues work remotely, embracing the future of work.

Canonical is an equal opportunity employer committed to diversity and inclusion. We consider all applications fairly regardless of background or identity.