Senior Partner Sales Manager
2 weeks ago
OverviewSenior Partner Sales Manager - Global System Integrator (GSI) at Canonical.
Global System Integrators (GSI) play a crucial role in Canonical's growth plans.
The Senior Partner Sales Manager will 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.
The role involves building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing the partnership, and leading all business interactions from engineers to CxO level.
They will often run customer workshops, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.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.
We have 1200+ colleagues in 75+ countries with very few office-based roles.ResponsibilitiesBuild strategic relationships with partner organizations at senior levels and foster strong ties to Ubuntu technology.Demonstrate deep understanding of Linux and cloud software ecosystems, and open source selling models.Negotiate contracts and commercial terms with partners.Understand partner organizations and sales models, particularly Global System Integrators.Collaborate with marketing, sales engineering and product management to meet targets and represent the voice of the partner.Lead executive interlocks between partners and Canonical leadership.Travel up to 40% (sometimes internationally).
What we are looking for in youExtensive 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.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 achievement goals.Excellent communication and presentation skills.What we offer colleaguesDistributed work environment with twice-yearly team sprints in person.Personal learning and development budget of USD 2,000 per year.Annual compensation review and a performance-driven bonus or commission.Comprehensive benefits reflecting Canonical values, with programs tailored to local needs.Annual holiday leave, maternity/paternity leave, and wellness resources.Travel opportunities to new locations to meet colleagues.Team Member Assistance Program & Wellness Platform.About CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source.
We publish Ubuntu and support the AI, IoT, and cloud ecosystems.
We hire on a global basis and expect excellence.
Most colleagues have worked from home since our inception in 2004.Canonical is an equal opportunity employer.
We are committed to fostering a workplace free from discrimination.
Diversity of experience, perspectives, and background create a better work environment and better products.
Whatever your identity, we will give your application fair consideration.
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