Open Source Enterprise Sales Alliances

Canonical

Remote

Full Time

Posted January 20, 2026

Not Specified

Remote

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Job Description

A versatile sales role focused on driving revenue growth for Canonical's open source software and Ubuntu platform, involving building strategic relationships, managing customer and partner accounts, and promoting open source solutions across various regions and industries.

Key Responsibilities

Manage and grow relationships with partners, hardware vendors, software vendors, solutions integrators, and distributors.
Enable, support, and expand business opportunities within channel partners and direct customers.
Develop and execute sales strategies to drive revenue growth and market expansion.
Negotiate contracts and commercial terms with customers and partners.
Collaborate with internal teams such as marketing, sales engineering, and product management to meet sales targets.
Build strategic relationships and lead executive interlocks with partners and customers.
Advance understanding of Linux, cloud software ecosystems, and open source selling models.
Travel domestically and internationally to develop partnerships and support sales efforts.

Requirements

Possess outstanding revenue generating experience from the Technology industry.
Experience with negotiating contracts and commercial business terms.
Deep understanding of Linux and cloud software ecosystem, and open source selling models.
Building and expanding strategic relationships with partners and customers.
Building and owning the strategy and the development of the sales engagements.
Growing customers awareness of open source capabilities on Canonical Ubuntu.
Delivering on targets and objectives, and providing a voice of the partner and or customer.
Willingness to travel both domestically and internationally to drive partnerships in person, up to twice a year for company events and more regularly to meet clients and partners as required.
Track record of going above-and-beyond expectations to achieve revenue outstanding results in the technological field.
Experience with Linux and open source technologies.
Exceptional academic track record from both high school and university, regardless of seniority of current position.
Hold an undergraduate degree in a technical subject or have a compelling narrative about an alternative chosen path.
Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation.
Leadership and commitment to skills development and mentorship.
Passion for technology evidenced by personal projects and initiatives.
Work ethic and confidence to shine alongside motivated colleagues.
Professional written and spoken English with excellent presentation skills.
Excellent interpersonal skills, curiosity, flexibility, and accountability.
Appreciative of diversity, polite and effective in a multi-cultural, multi-national organization.
Thoughtfulness and self-motivation with a results-oriented mindset and a high level of personal drive to meet commitments.
Ability to travel internationally twice a year for company events up to two weeks long and more regularly to meet clients and partners as required.