Partner Sales Director - Global System Integrator GSI
CanonicalRemote
Full Time
Posted September 18, 2025
Not Specified
Remote
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Job Description
The Partner Sales Director at Canonical is responsible for building strategic relationships with Global System Integrators, promoting Ubuntu-based solutions, and driving business growth through partner engagement, sales strategies, and executive collaboration in the open source and cloud ecosystem.
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 evangelize partnerships.
- Develop and execute strategies for sell-to, sell-through, and sell-with motions with GSI partners.
- Deepen understanding of Linux, cloud software ecosystems, 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 long-term engagement 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, and able to get tasks done independently.
- Ability to capture customer requirements, evaluate gaps, and identify and create opportunities.
- Passionate about Ubuntu products and mission.
- Comfortable working 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
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