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Director, Partner Sales

1 month ago

Hamilton, Canada Canonical Full time
p>Canonical 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. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few office-based roles. We are hiring a Partner Sales Director to work closely with Canonical 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.

Reporting to the VP Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership, and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through, and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations, and executive engagements.

Deep understanding of the Linux and cloud software ecosystem, and open source selling models.Negotiate contracts and commercial business terms.Deep understanding of partner organizations and sales models, particularly 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 Canonical leadership team.

What we are looking for in you:

  • Extensive experience in alliance or indirect sales management roles.

    We 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 balance our programs to meet local needs and ensure fairness globally.

  • Annual holiday leave.