Canonical
Partner Sales Director - Global System Integrator (GSI)
Canonical, New York, New York, us, 10261
Overview
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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers and industry leaders. 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 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 Canonicals growth plans in the coming years. 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. Responsibilities
Build strategic relationships with partners at senior levels, and create 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 Canonical leadership team Ability to travelsometimes internationallyup 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 colleagues
Distributed work environment with twice-yearly in-person team sprints 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 Travel planning perks 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 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. Canonical 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. #J-18808-Ljbffr
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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers and industry leaders. 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 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 Canonicals growth plans in the coming years. 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. Responsibilities
Build strategic relationships with partners at senior levels, and create 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 Canonical leadership team Ability to travelsometimes internationallyup 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 colleagues
Distributed work environment with twice-yearly in-person team sprints 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 Travel planning perks 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 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. Canonical 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. #J-18808-Ljbffr