Partner Sales Director - Global System Integrator (GSI)
Level inferred from job title
Job description
A Partner Sales Director role focused on building and managing relationships with Global System Integrators (GSI) partners to drive sales of Ubuntu-based solutions and grow Canonical's market share. The role owns partner strategy and sell-to, sell-through and sell-with motions, reporting to the VP Global Alliances and Channels.
At a glance
- Employment
- Full-time
- Work mode
- Remote
What you'll do
- Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
- Negotiate contracts and commercial business terms
- 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
- Animate customer workshops, sales events, public presentations and executive engagements
- Own the strategy, the sell-to, sell-through and sell-with motions with the GSI
- Ability to travel - sometimes internationally - up to 40% of the time
What we're looking for
- Extensive experience in alliance or indirect sales management roles
- Extensive experience with OpenStack, virtualization, containers and other Cloud technologies
- Deep understanding of Linux and cloud software ecosystem, and open source selling models
- Deep understanding of partner organizations and sales models, in particular with Global System Integrators
- 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
Your team
Global Alliances and Channels
Reports to the VP Global Alliances and Channels; works with Global System Integrators (GSI) partners.
Benefits
- 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
- Team Member Assistance Program & Wellness Platform
- Opportunity to travel to new locations to meet colleagues
- Priority Pass and travel upgrades for long-haul company events
- Performance-driven annual bonus or commission
Apply
Direct apply at Canonical
Opens the job posting at Canonical
About Canonical
The company that publishes Ubuntu
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Its platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles.
Mission
To be at the forefront of the global move to open source
Key facts
- 1200+ colleagues
- 2004
- Open source software and operating systems
- 1200+ colleagues in 75+ countries
- Very few office-based roles
- Teams meet two to four times yearly in person
- Founder-led, profitable, and growing
- Most colleagues have worked from home since inception in 2004
- Recruits on a global basis
Partners & customers
What they value
- Excellence
- Diversity of experience, perspectives, and background