Partner Sales Director

3 weeks ago

Manama, Manama, Bahrain Canonical Full time
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Join to apply for the Partner Sales Director - Global System Integrator (GSI) role at Canonical

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders across sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times annually in interesting locations worldwide to align on strategy and execution.

The company is founder-led, profitable, and growing.

Global System Integrators (GSI) are crucial to Canonical's growth plans over the next three years. We are hiring a Partner Sales Director to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, as well as help GSI build long-term digital transformation platforms with Ubuntu stacks and services.

Reporting to the VP of Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical's market share and attach rate, evangelizing about the partnership, and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through, and sell-with motions with the GSI and will facilitate many customer workshops, sales events, public presentations, and executive engagements.

  • Build strategic relationships with partners at various levels, ensuring strong engagement with Ubuntu technology
  • Deep understanding of Linux, cloud software ecosystem, and open source selling models
  • Negotiate contracts and commercial terms
  • Thorough knowledge of partner organizations and sales models, particularly with Global System Integrators
  • Collaborate with marketing, sales engineering, and product management to meet targets and objectives, and represent the voice of the partner
  • Lead executive interlocks between partners and Canonical leadership
  • Ability to travel internationally up to 40%
Qualifications and Skills
  • Extensive experience in alliance or indirect sales management roles
  • Deep experience with OpenStack, virtualization, containers, and cloud technologies
  • Autonomous, disciplined, hands-on approach with a get-it-done mentality
  • Ability to capture customer requirements, evaluate gaps, and identify opportunities
  • Passion for Ubuntu products and mission
  • Comfortable in fast-paced, high-pressure environments with ambitious goals
  • Excellent communication and presentation skills
What We Offer

We offer competitive worldwide compensation based on location, experience, and performance, revisited annually. In addition to base salary, we provide performance-based bonuses or commissions, and a range of benefits reflecting our values and commitment to fairness globally:

  • Distributed work environment with biannual in-person team sprints
  • USD 2,000 annual learning and development budget
  • Annual compensation review
  • Recognition rewards
  • Annual leave, maternity and paternity leave
  • Employee Assistance Programme
  • Travel opportunities to meet colleagues in new locations
  • Priority Pass and travel upgrades for company events
About Canonical

Canonical is a pioneering tech company leading the global open source movement. As the publisher of Ubuntu, a key platform for AI, IoT, and cloud, we are transforming the software industry. We recruit globally and uphold high standards for new hires. Most colleagues work remotely, and working here encourages innovative thinking, continuous learning, and skill development.

Equal Opportunity Employer

We promote diversity and inclusivity, ensuring fair consideration regardless of background or identity.

Additional Details
  • Seniority level: Mid-Senior level
  • Employment type: Full-time
  • Job function: Sales and Business Development
  • Industry: Software Development
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