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Director, Partner Sales

2 months ago

Victoria, British Columbia, Canada Canonical Full time
About the Role

We are seeking a highly experienced Partner Sales Director to join our team at Canonical. As a key member of our sales organization, you will be responsible for building and maintaining strong relationships with our Global System Integrator (GSI) partners.

Key Responsibilities
  • Strategic Relationship Building: Develop and maintain strategic relationships with partners at all levels, focusing on increasing Canonical's market share and attach rate.
  • Open Source Expertise: Possess a deep understanding of Linux and cloud software ecosystem, as well as open source selling models.
  • Contract Negotiation: Negotiate contracts and commercial business terms with partners.
  • Partner Understanding: Develop a deep understanding of partner organizations and sales models, particularly with Global System Integrators.
  • Collaboration: Work closely with marketing, sales engineering, and product management to deliver on targets, objectives, and provide a voice of the partner.
  • Executive Interlocks: Lead executive interlocks between partners and Canonical leadership team.
  • Travel: Ability to travel up to 40% of the time, sometimes internationally.
Requirements
  • Experience: Extensive experience in alliance or indirect sales management roles.
  • Cloud Technologies: Extensive experience with OpenStack, virtualization, containers, and other Cloud technologies.
  • Autonomy: Autonomous, disciplined, hands-on, get-it-done mentality.
  • Customer Focus: Ability to capture customer requirements, evaluate gaps, identify and create opportunities.
  • Passion: Passionate about Ubuntu products and mission.
  • Communication: Excellent communication and presentation skills.
About Canonical

Canonical 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. Our team is distributed globally, and we offer a unique opportunity to work with a talented group of individuals who are passionate about open source and innovation.