Channel Sales Manager, ANZ Region at Canonical

Apac, Apac, Uganda

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Open Source, Cloud ComputingIndustries

Requirements

Bachelor’s level degree, preferably in a technology field
Experience in software or technology sales from the specified market
Fluency in English
Understanding of open source, Linux, and Ubuntu
Self-starter with a proven track record of achieving sales targets
Detail-oriented with strong follow-up skills
Effective negotiating skills with the ability to close sales
Excellent interpersonal and presentation skills (written and verbal)

Responsibilities

Develop and execute channel strategy for distributors and resellers within the assigned territory
Increase 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 assigned territory
Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships
Guide partners through onboarding and enablement
Develop mutually beneficial go-to-market plans and commitments with partners
Arrange and execute sales and pre-sales trainings to these resellers
Drive and manage channel pipeline through recurring partner interactions
Support partner’s satisfaction and act as a trusted advisor and point of contact
Maintain a regularity/frequency of contact with priority resellers and distributors

Skills

Key technologies and capabilities for this role

UbuntuLinuxOpen SourceChannel SalesTechnology SalesSales ProspectingNegotiationClosing SalesPresentationsCustomer Discovery

Questions & Answers

Common questions about this position

What is the location for this Channel Sales Manager role?

The position is based in Australia or New Zealand.

What is the salary for this position?

This information is not specified in the job description.

What skills and experience are required for this role?

Requirements include a Bachelor’s degree preferably in technology, experience in software or technology sales, fluency in English, understanding of open source, Linux, and Ubuntu, self-starter with proven sales track record, detail-oriented with strong follow-up, effective negotiating skills, and excellent interpersonal and presentation skills.

What is the work environment like at Canonical?

The role involves owning and leading initiatives in an unstructured, startup-like environment, with a focus on channel sales growth.

What makes a strong candidate for this Channel Sales Manager position?

A strong candidate has a technology background, proven sales success in software/technology, deep knowledge of open source/Linux/Ubuntu, and excels as a self-starter comfortable in startup-like settings with strong relationship-building and negotiation skills.

Canonical

Provides enterprise support for Ubuntu OS

About Canonical

Canonical publishes Ubuntu, an open-source operating system, and offers various commercial services for it. Their products include extended security maintenance, kernel livepatch services, and enterprise support, which help businesses maintain secure and efficient infrastructure. Canonical partners with hardware and software vendors to certify that Ubuntu operates well on different devices, enhancing its reliability. The company generates revenue through subscription services, support contracts, and certification fees. Canonical stands out from competitors with its strong emphasis on security, data center automation, and developer experience, making Ubuntu a preferred choice for enterprises. The goal of Canonical is to provide comprehensive, secure, and customizable solutions for a diverse clientele, from individual developers to large organizations.

London, United KingdomHeadquarters

2004Year Founded

$9.6MTotal Funding

EARLY_VCCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Performance Bonus

Professional Development Budget

Paid Vacation

Parental Leave

Mental Health Support

Remote Work Options

Risks

Competition from other Linux distributions like Red Hat and SUSE is increasing.

Potential security vulnerabilities in new Ubuntu releases could affect user trust.

Rapid AI evolution may require Canonical to invest significantly to stay competitive.

Differentiation

Canonical is a leader in the enterprise open-source market with Ubuntu.

The company offers extended security maintenance and enterprise support for Ubuntu.

Canonical partners with hardware vendors to certify Ubuntu's compatibility and performance.

Upsides

Growing demand for edge computing boosts Canonical's partnerships, like with congatec.

RISC-V architecture expansion offers new opportunities for Ubuntu's market reach.

Hardware acceleration in web browsers enhances user experience with Canonical's Chromium snap.

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