Partner Sales Executive, North America Channel

2 days ago Be among the first 25 applicants 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 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. Canonical is expanding its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries. Partner Sales Executive, North America Channel This role reports to the Director, Americas Channel Sales and requires a mix of farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas, identifying, prospecting, and engaging reseller and distributor partners, and building and maintaining relationships to grow Canonical’s business within the assigned territory. The role is focused primarily on reseller and distributor channel partners but also requires the ability to conduct initial customer discovery calls and presentations as needed. The candidate must be comfortable owning and leading initiatives in an unstructured, startup‑like environment and selling open source, cloud, virtualization, and technical software solutions. Location United States or Canada The Role Entails Develop and execute channel strategy for distributors and resellers within the assigned territory Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models) Identify and recruit new potential partners in assigned territory Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already‑successful relationships Guide partners through onboarding and enablement Develop mutually beneficial go‑to‑market plans and commitments with partners Arrange and execute sales and pre‑sales trainings for these resellers Drive and manage channel pipeline through recurring partner interactions Support partner satisfaction and act as trusted advisor and point of contact Maintain a regular frequency of contact with priority resellers and distributors What we are looking for in you Bachelor’s level degree, preferably in a technology field Experience in software or technology sales from the specified market Fluency in English An understanding of open source, Linux, and Ubuntu A self‑starter with a proven track record of achieving sales targets Detail‑oriented with strong follow‑up skills Effective negotiating skills with an ability to close sales Excellent interpersonal and presentation skills (written and verbal) Productive in a globally distributed team through self‑discipline and self‑motivation Mature approach to long‑term relationship development with customers The ability to represent the company at external events Start‑up experience would be an advantage 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 recognise outstanding performance. In addition to base pay, we offer a performance‑driven annual bonus or commission. 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 Employee Assistance Programme Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long‑haul company events 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. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence — to succeed, we need to be the best at what we do. Most colleagues at Canonical work from home since its 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. Canonical is an Equal Opportunity Employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. Whatever your identity, we will give your application fair consideration. Seniority level Entry level Employment type Full‑time Job function Sales and Business Development Industries Software Development #J-18808-Ljbffr