OverviewCanonical 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. The company has 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person to align on strategy and execution. Canonical is founder-led, profitable, and growing. We are growing our channel sales team to capitalize on rapidly growing demand from channel partners, leveraging our expertise and connections to bring open source technology to organizations across a multitude of industries.The Partner Sales Executive, North America Channel will report to the Director, Americas Channel Sales and requires a mix of farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas, identifying, prospecting, and engaging reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory. This role involves leading initiatives in an unstructured, startup-like environment and selling open source, cloud, virtualization, and technical software solutions. The role is primarily focused on reseller and distributor channel partners, with capability for initial customer discovery calls and presentations as appropriate.Location: US or Canada
The Role EntailsDevelop and execute channel strategy for distributors and resellers within the assigned territoryIncrease awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)Identify and recruit new potential partners in the assigned territoryLeverage personal network and prospecting skills to engage new partners and build on Canonical’s existing relationshipsGuide partners through onboarding and enablementDevelop mutually beneficial go-to-market plans and commitments with partnersArrange and execute sales and pre-sales trainings for these resellersDrive and manage channel pipeline through recurring partner interactionsSupport partner satisfaction and act as trusted advisor and point of contactMaintain regular contact with priority resellers and distributors
What we are looking for in youBachelor’s level degree, preferably in a technology fieldExperience in software or technology sales from the specified marketFluency in EnglishUnderstanding of open source, Linux and UbuntuA self-starter with a proven track record of achieving sales targetsDetail oriented with strong follow-up skillsEffective negotiating skills with ability to close salesExcellent interpersonal and presentation skills (written and verbal)Productive in a globally distributed team through self-discipline and self-motivationMature approach to long-term relationship development with customersAbility to represent the company at external eventsStart-up experience would be an advantage
What we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, reflecting our values and goals. We balance programs to meet local needs and ensure fairness globally.Distributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveEmployee Assistance ProgrammeOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company events
About CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a high standard for people joining the company. Most colleagues have worked from home since Canonical’s inception in 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Equal OpportunityCanonical is an equal opportunity employer. We are proud to foster 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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