Job Description
A strategic sales leadership role focused on building and maintaining relationships with Global System Integrators to promote Ubuntu-based solutions, drive digital transformation initiatives, and expand Canonical's market presence in cloud, open source, and enterprise technologies.
Key Responsibilities
- Build and maintain strategic relationships with GSI partners at various organizational levels.
- Facilitate Ubuntu-based solutions and opportunities throughout partners' sales cycles.
- Negotiate contracts and commercial terms with partners.
- Collaborate with marketing, sales engineering, and product management to achieve targets.
- Lead executive engagement and interlocks between partners and Canonical leadership.
- Conduct customer workshops, sales events, and public presentations to promote partnerships.
- Develop and execute strategies for sell-to, sell-through, and sell-with motions with GSI partners.
- Maintain deep understanding of Linux, cloud software ecosystem, and open source selling models.
- Travel internationally up to 40% to support partner and customer engagement.
Requirements
- Build strategic relationships with partners at various levels and ensure 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 and objectives, and provide a voice of the partner.
- Lead executive interlocks between partners and Canonical leadership team.
- Ability to travel internationally up to 40% of the time.
- 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, and 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.
Benefits & Perks
Compensation is based on geographical location, experience, and performance, with annual reviews and more frequent reviews for graduates and associates
Performance-driven annual bonus or commission
Distributed work environment with twice-yearly in-person team sprints
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
Ready to Apply?
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