Senior Partner Sales Manager

OverviewJoin 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 roleGlobal 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 entailsBuild strategic relationships with partners at multiple levels and foster stickiness with Ubuntu technologyDeep understanding of Linux and cloud software ecosystem, and open source selling modelsNegotiate contracts and commercial business termsDeep understanding of partner organizations and sales models, particularly Global System IntegratorsWork closely with marketing, sales engineering and product management to deliver on targets and provide a voice of the partnerLead executive interlocks between partners and Canonical leadershipTravel ability - up to 40% internationally
What we are looking for in youExtensive experience in alliance or indirect sales management rolesExtensive experience with OpenStack, virtualization, containers and other Cloud technologiesAutonomous, disciplined, hands-on, results-drivenAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high-pressure environments with ambitious goalsExcellent communication and presentation skills
What we offer colleaguesCompensation 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 sprintsPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunities to travel to new locations to meet colleaguesTravel upgrades for long-haul company events
About CanonicalCanonical 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 employerWe 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.Seniority levelMid-Senior levelEmployment typeFull-timeJob functionSales and Business DevelopmentIndustriesSoftware DevelopmentPerth, Western Australia, Australia
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