Partner Sales Executive, North America

Canonical; San Jose (CA); Remote; USD 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Partner Sales Executive for North America to drive growth through channel partnerships. This role offers the opportunity to leverage your sales expertise in a startup-like environment, focusing on open source and cloud solutions. You'll be responsible for developing strategies, engaging partners, and fostering long-term relationships, all while working in a globally distributed team. With a strong emphasis on innovation and collaboration, this role promises a rewarding experience in a forward-thinking company committed to excellence and diversity.

Benefits

Global performance-based compensation

Annual learning budget of USD 2,000

Recognition rewards

Holiday leave and parental leave

Employee Assistance Programme

Travel opportunities

Company event perks

Qualifications

• Bachelor's degree in a tech field preferred.
• Experience in software/tech sales is essential.
• Fluency in English required.

Responsibilities

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

Skills

Software Sales

Negotiation Skills

Communication Skills

Relationship Development

Detail-oriented

Fluency in English

Education

Bachelor's Degree in Tech

Tools

Open Source Technology

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, and industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries, and very few office-based roles. Teams meet a few times a year 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 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, and maintaining relationships to grow Canonical's business in the territory.

The candidate must be comfortable leading initiatives in a startup-like environment and selling open source, cloud, virtualization, and software solutions. While primarily focused on channel partners, the role may include initial customer discovery calls and presentations.

Location: US or Canada

Responsibilities

• Develop and execute channel strategy for distributors and resellers
• Increase awareness of Canonical in Open Source and Cloud (Private, Hybrid, Multi, and Public)
• Identify and recruit new partners
• Leverage network and prospecting skills to engage partners
• Guide partners through onboarding and enablement
• Develop go-to-market plans with partners
• Conduct sales and pre-sales training
• Manage channel pipeline through partner interactions
• Support partner satisfaction and act as trusted advisor
• Maintain regular contact with key resellers and distributors

Qualifications

• Bachelor's degree, preferably in a tech field
• Experience in software/tech sales
• Fluency in English
• Understanding of open source, Linux, Ubuntu
• Proven sales achievement
• Detail-oriented with strong follow-up
• Effective negotiation skills
• Excellent communication skills
• Ability to work independently in a distributed team
• Long-term relationship development skills
• Ability to represent the company externally
• 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 budget
• Recognition rewards, holiday leave, parental leave
• Employee Assistance Programme
• Travel opportunities and company event perks

About Canonical

Canonical pioneers open source technology, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally and uphold high standards of excellence. Most colleagues work remotely, fostering a future-oriented work environment that encourages innovation and skill development.

Canonical is an equal opportunity employer, committed to diversity and inclusion, and provides fair consideration regardless of background or identity.