OverviewJoin to apply for the Partner Sales Director - Global System Integrator (GSI) role at Canonical.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 world-leading public cloud and silicon providers, and industry leaders across sectors. Canonical operates with 1200+ colleagues in 75+ countries and very few office-based roles; teams meet two to four times yearly in person in various locations to align strategy and execution. The company is founder-led, profitable, and growing.The roleGlobal System Integrators (GSI) play a crucial role in Canonical’s growth plans for the next three 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, and to help GSIs 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 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 customer workshops, sales events, public presentations and executive engagements.ResponsibilitiesBuild strategic relationships with partners at multiple levels and foster stickiness with Ubuntu technologyDeep understanding of Linux and cloud software ecosystem, and open source selling modelsNegotiate contracts and commercial business termsDeep understanding of partner organizations and sales models, in particular with Global System IntegratorsCollaborate with marketing, sales engineering and product management to deliver on targets, objectives and provide the voice of the partnerLead executive interlocks between partners and Canonical leadershipTravel up to 40% of the time (international travel as needed)What we are looking for in youExtensive experience in alliance or indirect sales management rolesExtensive experience with OpenStack, virtualization, containers and other Cloud technologiesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high-pressure environments with ambitious achievement goalsExcellent communication and presentation skillsWhat we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.Distributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company eventsAbout CanonicalCanonical 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 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.Equal opportunity employerCanonical 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.Seniority levelMid-Senior levelEmployment typeFull-timeJob functionSales and Business DevelopmentIndustries Software DevelopmentNote: The original job description contained additional lines that have been reformatted for clarity and adherence to the allowed tags.
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