Partner Sales Director - Global System Integrator (GSI) - remote job

Canonical is hiring a Partner Sales Director - Global System Integrator (GSI) - a lead role, which means responsibility for a team or a direction. The role sits in IT and programming and is fully remote. The company places no restriction on where the candidate lives, so you can apply from anywhere.

The employer did not publish a figure; that is settled at interview. The advert sets no condition on working hours.

This vacancy passed an automated check: the list excludes any advert requiring a foreign work permit, visa sponsorship, a particular citizenship, or residence in a specific country.

Canonical is a leading innovator in the global open-source software and operating systems market, serving enterprises and technology sectors worldwide. Our flagship platform, Ubuntu, is extensively utilized in cutting-edge initiatives such as public cloud, data science, artificial intelligence, engineering, and the Internet of Things (IoT). Our clientele includes the world's foremost public cloud and silicon manufacturers, as well as industry leaders across various sectors. As a trailblazer in global distributed collaboration, Canonical operates with over 1200 colleagues in more than 75 countries, with minimal office-based roles. Teams convene bi-annually or quarterly for in-person meetings in engaging locations worldwide to align on strategic and operational objectives.

Canonical is founder-led, profitable, and rapidly expanding. Global System Integrators (GSIs) play a pivotal role in Canonical's growth strategy over the next three years. We are seeking a Partner Sales Director to collaborate closely with our GSI partners throughout their sales processes and within their organizations to promote Ubuntu-based solutions and opportunities. This role will also assist GSIs in building long-term digital transformation platforms using Ubuntu stacks and services.

Reporting to the VP of Global Alliances and Channels, the Partner Sales Director will be responsible for cultivating strong, enduring relationships with partners at various levels, enhancing Canonical’s market presence and penetration, and actively promoting the partnership. They will oversee the strategy, sell-to, sell-through, and sell-with processes with GSIs and will lead numerous customer workshops, sales events, public presentations, and executive meetings.

Key responsibilities include:

- Establishing and maintaining strategic partnerships at all levels, ensuring deep engagement with Ubuntu technology - Demonstrating a comprehensive understanding of the Linux and cloud software ecosystem, as well as open-source selling methodologies - Negotiating contracts and defining commercial terms - Gaining a deep understanding of partner organizations and their sales models, particularly with Global System Integrators - Collaborating closely with marketing, sales engineering, and product management to achieve targets and objectives, and providing a voice for the partner - Facilitating executive-level interactions between partners and Canonical leadership

The role requires a willingness to travel up to 40% of the time, sometimes internationally.

What we seek in you:

- Extensive experience in alliance or indirect sales management - Proficiency with OpenStack, virtualization, containers, and other cloud technologies - Self-motivated, disciplined, and hands-on with a strong "get-it-done" attitude - Ability to identify and capture customer needs, evaluate gaps, and create opportunities - Passion for Ubuntu products and mission - Comfort in fast-paced and high-pressure environments with ambitious goals - Exceptional communication and presentation skills

What we offer colleagues:

- A flexible work environment with in-person team sprints bi-annually - A personal learning and development budget of USD 2,000 annually - Annual performance-driven bonuses or commissions - Additional benefits that align with our values and global standards - Opportunities for remote work with in-person team sprints - Travel to new locations to meet colleagues - Priority Pass and travel upgrades for long-haul company events

About Canonical: Canonical is a forward-thinking technology company at the forefront of the global shift to open source. As the publisher of Ubuntu, one of the most significant open-source projects and the foundation for AI, IoT, and cloud computing, we are transforming the software landscape. We recruit globally and set a high standard for excellence. Most colleagues at Canonical have worked remotely since the company's inception in 2004. Working here is a step into the future, challenging you to think differently, work smarter, learn new skills, and perform at your best.

Canonical is committed to diversity and inclusion. We are dedicated to creating a workplace free from discrimination. Diversity of experience, perspective, and background fosters a better work environment and better products. Whatever your identity, we will fairly consider your application.