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Job Description
The Partner Sales Executive, Japan at Canonical is responsible for developing and executing channel strategies to grow open source and cloud software sales through reseller and distributor partners, building relationships, onboarding new partners, and driving revenue in the Japanese market.
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 and drive 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 in the territory
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
- Capability to own and lead initiatives in an unstructured, startup-like environment
- Comfort with initial customer discovery calls and presentations as appropriate
- Experience in developing mutually beneficial go-to-market plans and commitments with partners
- Ability to arrange and execute sales and pre-sales trainings for resellers
- Experience in driving and managing 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 geographical location, experience, and performance, with annual reviews and recognition rewards
Performance-driven annual bonus or commission
Distributed work environment with remote work options
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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