Partner Sales Director – Global System Integrator (GSI) @Canonical

Job Description

Partner Sales Director

Canonical

About Canonical:

Canonical is a leading provider of open-source software and operating systems, best known for its Ubuntu platform. Ubuntu is widely used in cutting-edge enterprise initiatives, including public cloud, data science, AI, engineering innovation, and IoT. We serve leading public cloud and silicon providers, as well as industry leaders across various sectors. As a pioneer in global distributed collaboration, our 1000+ employees work across 70+ countries.

About the Role:

Global System Integrators (GSIs) are critical to Canonical’s growth strategy. The Partner Sales Director will cultivate strong relationships with GSI partners, driving the adoption of Ubuntu-based solutions and helping them build long-term digital transformation platforms. Reporting to the VP of Global Alliances and Channels, this role involves developing strategies, managing sell-to, sell-through, and sell-with motions, and leading executive engagements.

Responsibilities:

• Build strategic, multi-level relationships with GSI partners, fostering long-term engagement with Ubuntu technology.
• Demonstrate deep understanding of the Linux and cloud software ecosystem, including open-source selling models.
• Negotiate contracts and commercial agreements.
• Possess a strong understanding of GSI partner organizations and sales models.
• Collaborate with marketing, sales engineering, and product management teams.
• Lead executive interlocks between partners and Canonical leadership.
• Travel (up to 40%, including international travel).

Qualifications:

• Extensive experience in alliance or indirect sales management roles.
• Extensive experience with OpenStack, virtualization, containers, and other cloud technologies.
• Autonomous, disciplined, and results-oriented work style.
• Ability to understand customer needs, identify opportunities, and develop solutions.
• Passion for Ubuntu products and mission.
• Ability to thrive in a fast-paced, high-pressure environment.
• Excellent communication and presentation skills.

Benefits:

• Distributed work environment with twice-yearly team sprints.
• $2,000 annual personal learning and development budget.
• Annual compensation review and performance-based bonus/commission.
• Recognition rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Employee Assistance Program.
• Travel opportunities to meet colleagues.
• Priority Pass and travel upgrades for company events.

About Canonical (Company Culture):

Canonical is a pioneering tech company at the forefront of open source. We are committed to excellence and recruit globally, setting high standards for our employees. Our distributed work model has been in place since 2004, offering employees a forward-thinking and challenging environment.

Equal Opportunity Employer:

Canonical is an equal opportunity employer and values diversity. We are committed to creating a workplace free from discrimination and welcome applications from all backgrounds.

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