Partner Sales Executive, North America Channel
CanonicalRemote
Full Time
Posted January 20, 2026
Not Specified
Remote
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Application opens on company website
Job Description
The Partner Sales Executive, North America Channel at Canonical is responsible for developing and executing channel strategies to grow open source software sales through reseller and distributor partners, building relationships, onboarding new partners, and driving revenue in the assigned territory.
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 partners to grow business
- Guide partners through onboarding and enablement processes
- Create and implement mutually beneficial go-to-market plans with partners
- Arrange and deliver sales and pre-sales training to resellers
- Drive and manage the channel sales 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 geographical location, experience, and performance, with annual reviews and performance-driven bonuses or commissions
Distributed work environment with remote work and twice-yearly in-person team sprints
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Maternity and paternity leave
Recognition rewards
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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