Senior Channel Sales Manager

Summary

Join Canonical's growing channel sales team as a Senior Channel Sales Manager and contribute to the success of Ubuntu, the world's leading operating system. Reporting to the Director, Global Channel Sales, you will be responsible for achieving annual growth quotas within your assigned territory in Brazil. This role requires a blend of hunting and farming, focusing on building and maintaining relationships with reseller and distributor partners. You will develop and execute channel strategies, identify new partners, and guide them through onboarding and enablement. The ideal candidate possesses strong sales experience in software or technology, understands open source and Linux, and excels in building long-term relationships. Canonical offers a competitive compensation package, including a performance-driven bonus, distributed work environment, personal learning budget, and various other benefits.

Requirements

• Bachelor's level degree, preferably in a technology field
• Experience in software or technology sales from the specified market
• Fluency in English
• An understanding of open source, Linux and Ubuntu
• A self starter with a proven track record of achieving sales targets
• Detail oriented with strong follow-up skills
• Effective negotiating skills with ability to close sales
• Excellent interpersonal and presentation skills (written and verbal)
• Productive in a globally distributed team through self-discipline and self-motivation
• Mature approach to long-term relationship development with customers
• The ability to represent the company at external events

Responsibilities

• Develop and execute channel strategy for distributors and resellers within the assigned territory
• Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
• Identify and recruit new potential partners in assigned territory
• Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships
• Guide partners through onboarding and enablement
• Develop mutually beneficial go-to-market plans and commitments with partners
• Arrange and execute sales and pre sales trainings to these resellers
• Drive and manage channel pipeline through recurring partner interactions
• Support partner’s satisfaction and act as trusted advisor and point of contact
• Maintain a regularity/frequency of contact with priority resellers and distributors

Preferred Qualifications

Start-up experience

Benefits

• Performance-driven annual bonus or commission
• 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
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events