Senior Partner Sales Manager

Summary

Join Canonical, a leading open source software provider, as a Senior Partner Sales Manager. You will build relationships with Global System Integrator (GSI) partners, driving Ubuntu-based solutions and increasing market share. Responsibilities include negotiating contracts, collaborating with internal teams, and leading executive engagements. The ideal candidate possesses extensive experience in alliance or indirect sales management, a deep understanding of cloud technologies, and excellent communication skills. Canonical offers a distributed work environment, a personal learning budget, annual compensation reviews, and various other benefits. This role involves up to 40% international travel. Canonical is a founder-led, profitable, and growing company with a global team.

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

Responsibilities

• Build strategic relationships with partners at 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

Benefits

• 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