Canonical is a leading provider of open source software and operating systems to the general 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.
The company is founder-led, profitable, and growing. Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 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.
Key Responsibilities Build strategic relationships with partners at all levels, and 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 travel - sometimes internationally - up to 40% of the time
Requirements 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 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
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.

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📌 Partner Sales Director - Global System Integrator (GSI) (Centro-Norte)
🏢 Canonical
📍 Centro-Norte