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Job Description
The Partner Sales Executive, ANZ at Canonical is responsible for developing and executing channel strategies to grow open source software sales through reseller and distributor partners in Australia or New Zealand, building relationships, onboarding new partners, and driving revenue growth in a dynamic, globally distributed environment.
Key Responsibilities
- Develop and execute channel strategy for distributors and resellers within 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 represent the company at external events
- Comfortable owning and leading initiatives in an unstructured, startup-like environment
- Capable of and comfortable with initial customer discovery calls and presentations as appropriate
- Ability to develop and execute channel strategy for distributors and resellers within the assigned territory
- Ability to increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
- Ability to identify and recruit new potential partners in the assigned territory
- Ability to leverage personal network and prospecting skills to engage new partners and build on existing relationships
- Ability to guide partners through onboarding and enablement
- Ability to develop mutually beneficial go-to-market plans and commitments with partners
- Ability to arrange and execute sales and pre-sales trainings to 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 a regular frequency of contact with priority resellers and distributors
Benefits & Perks
Compensation is based on location, 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 around the world
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Recognition rewards
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
Ready to Apply?
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