Senior Partner Sales Manager - Global System Integrator (GSI)

Canonical Ltd.; United States; Remote; USD 120,000 - 160,000; Full time

Benefits offered by this job

Team sprints

Learning budget

Annual compensation review

Recognition rewards

Holiday leave

Parental leave

Wellness program

Travel opportunities

Travel upgrades

Job summary

Canonical, the publisher of Ubuntu and a leader in open source software, is seeking a Senior Partner Sales Manager. You will work closely with Global System Integrators to drive Ubuntu-based solutions, build trusted partner relationships, and lead executive engagements across regions.

You will navigate open source selling models, cloud technologies, and strategic alliances while traveling up to 40% to meet partners and customers and help drive long-term digital transformation initiatives.

Qualifications

• Extensive experience in alliance or indirect sales management roles.
• Strong knowledge of OpenStack, virtualization, containers and cloud tech.
• Autonomous, disciplined, hands-on mentality.
• Ability to capture customer requirements and identify opportunities.
• Passionate about Ubuntu products and mission.
• Comfortable in fast-paced environments with ambitious goals.
• Excellent communication and presentation skills.

Responsibilities

• Build trusted relationships with Global System Integrators and partners.
• Lead all business interactions from engineers to CxO level.
• Evangelize Ubuntu solutions and drive joint opportunities.
• Collaborate with marketing, sales engineering and product management to hit targets.
• Travel internationally up to 40% to engage customers and partners.

Skills

Alliance sales

GSI partnerships

OpenStack

Cloud technologies

Autonomous

Communication

Executive engagement

Job description

the company is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

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

Global System Integrators (GSI) play a crucial role in the company growth plans in the coming 3 years. We are hiring a Senior Partner Sales Manager to work closely with the company GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services.

Working the the Partner Sales Director in their geographic region, the Senior Partner Sales Manager will be responsible for building trusted relationships with partners, increasing the company market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.

The role entails

• Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
• Deep understanding of Linux and cloud software ecosystem, and open source selling models
• Negotiate contracts and commercial business terms
• Deep understanding of partner organizations and sales models, in particular with Global System Integrators
• Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
• Lead executive interlocks between partners and the company leadership team
• Ability to travel - sometimes internationally - up to 40% of the time

What we are looking for in you

• Extensive experience in alliance or indirect sales management roles
• Extensive experience with OpenStack, virtualization, containers and other Cloud technologies.
• Autonomous, disciplined, hands-on, get-it-done mentality
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about Ubuntu products and mission
• Comfortable in fast-paced and high pressure environments with ambitious achievement goals
• Excellent communication and presentation skills

What we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

About CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at the company have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

the company is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

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