Channel Account Manager, DACH Region
CanonicalRemote
Full Time
Posted September 18, 2025
Not Specified
Remote
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Job Description
The Channel Account Manager will develop and execute channel strategies to grow Canonical's open source software business within the DACH region by recruiting and managing reseller and distributor partners, driving sales, and building long-term relationships in a dynamic, remote work environment.
Key Responsibilities
- Develop and execute channel strategy for distributors and resellers in the assigned territory
- Identify, recruit, and onboard new reseller and distributor partners
- Build and maintain relationships with channel partners to grow business
- Guide partners through onboarding and enablement processes
- Create and implement go-to-market plans with partners
- Conduct sales and pre-sales training for resellers
- Manage channel pipeline through ongoing partner interactions
- Support partner satisfaction and act as a trusted advisor
- Engage in customer discovery calls and presentations as needed
- Achieve assigned annual growth quotas
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
- The ability to develop and execute channel strategy for distributors and resellers within the assigned territory
- The ability to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow business within the assigned territory
- The capability to own and lead initiatives in an unstructured, startup-like environment
- The ability to sell open source, cloud, virtualization, and technical software solutions
- Comfort with initial customer discovery calls and presentations as appropriate
- Experience in developing mutually beneficial go-to-market plans and commitments with partners
- Experience in arranging and executing sales and pre-sales trainings for resellers
- Ability to drive and manage channel pipeline through recurring partner interactions
- Ability to support partner satisfaction and act as a trusted advisor and point of contact
- Ability to maintain regular contact with priority resellers and distributors
Benefits & Perks
Compensation is based on experience and performance, with annual reviews and performance-driven bonuses or commissions
Distributed work environment with the opportunity to work from home
Twice-yearly in-person team sprints at interesting locations worldwide
Personal learning and development budget of USD 2,000 per year
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
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