Global Business Development Leader

4 days ago

Melbourne, Victoria, Australia beBeePartner Full time $180,000 - $250,000

Job Opportunity: Senior Partner Sales Manager

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets.

Our platform, Ubuntu, is very 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 in many 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 yearly in person, in interesting locations around the world, to align on strategy and execution.

About the Role:

We are hiring a Senior Partner Sales Manager 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.

Working closely with the Partner Sales Director in their geographic region, the Senior Partner Sales Manager will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level.

Key Responsibilities:

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

Requirements:

  • Extensive experience in alliance or indirect sales management roles
  • Extensive experience with OpenStack, virtualization, containers, and other Cloud technologies
  • Autonomous, disciplined, hands-on, get-it-done mentality
  • Able 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 achievement goals
  • Excellent communication and presentation skills

What We Offer:

Competitive compensation package

Performance-driven annual bonus or commission

Distributed work environment with twice-yearly team sprints in person

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

Opportunity to travel to new locations to meet colleagues

Priority Pass and travel upgrades for long-haul company events

At Canonical, we foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products.

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