Senior Partner Sales Manager

Join to apply for the Senior Partner Sales Manager - 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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers and industry leaders across sectors. The company is founder-led, profitable, and growing. Canonical has 1200+ colleagues in 75+ countries with few office‑based roles; teams meet in person a few times per year to align on strategy and execution.

The role

Global System Integrators (GSI) play a crucial role in Canonical's growth plans. We are hiring a Senior Partner Sales Manager to work with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, and to help GSIs build long-term digital transformation platforms with Ubuntu stacks and services. The Senior Partner Sales Manager will work with the Partner Sales Director in their geographic region to build trusted relationships with partners, increase Canonical market share and attach rate, evangelize the partnership, and lead all business interactions from engineers to CxO level. The role may involve leading customer workshops, attending sales events, giving public presentations, and participating in executive engagements as coordinated by the Senior Director.

The role entails

• Build strategic relationships with partners at multiple levels and foster stickiness with Ubuntu technology
• Deep understanding of Linux and cloud software ecosystem, and open source selling models
• Negotiate contracts and commercial business terms
• Deep understanding of partner organizations and sales models, particularly Global System Integrators
• Work closely with marketing, sales engineering and product management to deliver on targets and provide a voice of the partner
• Lead executive interlocks between partners and Canonical leadership
• Travel ability - up to 40% internationally

What we are looking for in you

• Extensive experience in alliance or indirect sales management roles
• Extensive experience with OpenStack, virtualization, containers and other Cloud technologies
• Autonomous, disciplined, hands-on, results-driven
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about Ubuntu products and mission
• Comfortable in fast-paced and high-pressure environments with ambitious goals
• Excellent communication and presentation skills

What we offer colleagues

Compensation is determined by location, experience, and performance. In addition to base pay, Canonical offers a performance-driven annual bonus or commission, and additional benefits reflecting our values. Programs are designed to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly in-person team sprints
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunities to travel to new locations to meet colleagues
• Travel upgrades for long-haul company events

About Canonical

Canonical pioneers open source and publishes Ubuntu, a platform for AI, IoT, and cloud. We recruit on a global basis and set high standards for joining the company. Most colleagues have worked from home since our inception in 2004. Working at Canonical is a step into the future, challenging you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal opportunity employer

We are dedicated to fostering a workplace free from discrimination. Diversity of experience, perspectives, and background strengthens our environment and products. We will give every applicant fair consideration.

• Mid-Senior level

• Full-time

• Sales and Business Development

• Software Development

Perth, Western Australia, Australia