Partner Sales Director - Global System Integrator (GSI) at Canonical

Americas

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Open Source SoftwareIndustries

Requirements

Significant experience in alliance or indirect sales management roles
Deep understanding of Linux and the cloud software ecosystem, including OpenStack, virtualization, and containers
Ability to negotiate contracts and commercial business terms
Strong understanding of partner organizations and sales models, particularly with Global System Integrators
Excellent communication and presentation skills
Autonomous, disciplined, hands-on, "get-it-done" mentality

Responsibilities

Build strategic relationships with partners at various levels
Evangelize about the partnership and Ubuntu technology
Lead all business interactions, from engineers to C-level executives
Own the strategy, sell-to, sell-through, and sell-with motions with GSI partners
Lead customer workshops, sales events, public presentations, and executive engagements
Facilitate executive interlocks between partners and Canonical leadership
Increase Canonical market share and attach rate
Work closely with marketing, sales engineering, and product management to achieve targets and provide a partner perspective

Skills

Key technologies and capabilities for this role

LinuxUbuntuOpenStackVirtualizationContainersCloud EcosystemAlliance SalesIndirect SalesContract NegotiationPartner ManagementGSISales Strategy

Questions & Answers

Common questions about this position

Is this position remote?

Yes, this is a remote position with a distributed collaboration model.

What is the salary for this role?

Salary is not specified, but compensation is considered based on geographical location, experience, and performance, and is revisited annually.

What key skills are required for this Partner Sales Director role?

The role requires extensive experience in alliance or indirect sales management, deep understanding of Linux and the cloud software ecosystem (including OpenStack, virtualization, and containers), strong partner knowledge especially with GSIs, business acumen for negotiating contracts, and excellent communication skills.

What is the company culture like at Canonical?

Canonical has a founder-led, profitable, growing company culture with a global distributed collaboration model, employing over 1000 people in 70+ countries and minimal office-based roles, with teams meeting in person 2-4 times per year.

How much travel is involved in this role?

The role involves up to 40% travel, including international travel.

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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