Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Partner Sales Director 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.
Reporting to the VP Global Alliances and Channels, the Partner Sales Director 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. They will own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations and executive engagements.


The role entails


Build strategic relationships with partners at levels, and 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, in particular 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
Ability to travel - sometimes internationally - up to 40% of the time


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, 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