Channel Partner Sales Executive

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.

The role requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.

They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory.

The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.

Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate.

The Role Entails

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.

What we are looking for in you

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

Start-up experience would be an advantage

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise 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 person

Personal learning and development budget of USD 2,000