Partner Sales Director - Global System Integrator (GSI)

About the role

Canonical, the company behind Ubuntu, is hiring a Partner Sales Director to work closely with its Global System Integrator (GSI) partners. The role reports to the VP Global Alliances and Channels and covers the sales cycle and sales organization, helping GSI partners build long-term digital transformation platforms with Ubuntu stacks and services. It involves building trusted relationships, increasing market share and attach rate, and leading business interactions from engineers to C-level executives.

Key responsibilities

• Build strategic relationships with partners and increase stickiness with Ubuntu technology
• Negotiate contracts and commercial business terms
• Work with marketing, sales engineering and product management to deliver targets and act as a voice of the partner
• Lead executive interlocks between partners and Canonical leadership
• Animate customer workshops, sales events, public presentations and executive engagements
• Own the strategy, sell-to, sell-through and sell-with motions with the GSI

Required profile

• Extensive experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on approach
• Ability to capture customer requirements, evaluate gaps and create opportunities
• Comfortable in fast-paced, high-pressure environments
• Passion for Ubuntu products and mission

Required skills

• Deep understanding of Linux and the cloud software ecosystem, including open source selling models
• Experience with OpenStack, virtualization, containers and other cloud technologies
• Understanding of partner organizations and sales models, especially with Global System Integrators

What we offer

• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Performance-driven annual bonus or commission, plus annual compensation review
• Annual holiday leave, maternity and paternity leave, and recognition rewards
• Travel to new locations to meet colleagues, Priority Pass and travel upgrades for long-haul events