Partner Sales Director

3 days ago

Toronto ON, Toronto Census Division, ON; Ontario, Canada Canonical Ltd. Full-time

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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. 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. 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 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 Ability to travel
- sometimes internationally
- up to 40% of the time Extensive experience in alliance or indirect sales management roles Ability to capture customer requirements, evaluate gaps, identify and create opportunities

What We Offer
Colleagues 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. Personal learning and development budget of USD 2,000 per year Annual holiday leave Maternity and paternity leave Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events 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. Most colleagues at Canonical 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. Diversity of experience, perspectives, and background create a better work environment and better products.

Partner Sales Director

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Partner Sales Director

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