Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Senior Partner Sales Manager to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services.

Working the the Partner Sales Director in their geographic region, the Senior Partner Sales Manager will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.

The role entails

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

What we are looking for in you

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

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 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 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

Senior Partner Sales Manager - Global System Integrator (GSI)

Anywhere in the world

Remote

Senior

Canonical