Product Manager (Fintech/Remote) @Black Pen Recruitment

Job Description

Partner Sales Director

Canonical

About Canonical:

Canonical is a leading provider of open-source software and operating systems, best known for Ubuntu. Ubuntu powers cutting-edge enterprise initiatives in areas like cloud computing, data science, AI, and IoT. We partner with major cloud and silicon providers and industry leaders across diverse sectors. As pioneers in distributed work, our 1000+ employees collaborate from over 70 countries.

About the Role:

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

Responsibilities:

• Develop strategic relationships with GSI partners at all levels, fostering long-term engagement with Ubuntu.
• Demonstrate deep understanding of the Linux and cloud software ecosystem, including open-source sales models.
• Negotiate contracts and commercial terms.
• Understand GSI partner organizations and sales models.
• Collaborate with marketing, sales engineering, and product management.
• Lead executive-level meetings between partners and Canonical.
• Travel (up to 40%, including international).

Qualifications:

• Extensive experience in alliance or indirect sales management.
• Extensive experience with OpenStack, virtualization, containers, and other cloud technologies.
• Self-motivated, disciplined, and results-oriented.
• Ability to understand customer needs, identify opportunities, and create solutions.
• Passion for Ubuntu and its mission.
• Comfort working in a fast-paced, high-pressure environment.
• Excellent communication and presentation skills.

Benefits:

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

Company Culture:

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

Equal Opportunity Employer:

Canonical is an equal opportunity employer and values diversity. We are committed to a workplace free from discrimination.