Partner Sales Director - Global System Integrator (GSI)

About the Role

Canonical is seeking a Partner Sales Director to drive growth through Global System Integrators (GSI). You will work closely with GSI partners throughout their sales cycles to facilitate Ubuntu-based solutions and help partners build long-term digital transformation platforms. Reporting to the VP of Global Alliances and Channels, you will own the strategy for sell-to, sell-through, and sell-with motions.

Key Responsibilities

• Strategic Partnerships: Build and maintain high-level relationships with partners, ensuring deep integration and stickiness with Ubuntu technology.
• Sales Leadership: Lead business interactions from engineering to CxO levels, including customer workshops, sales events, and public presentations.
• Commercial Execution: Negotiate contracts and commercial business terms.
• Cross-functional Collaboration: Work with marketing, sales engineering, and product management to deliver on targets and provide a voice of the partner.
• Executive Interlock: Lead executive-level alignment between partners and the Canonical leadership team.
• Travel: Ability to travel internationally up to 40% of the time.

Requirements

• Extensive experience in alliance or indirect sales management roles.
• Deep understanding of Linux, cloud software ecosystems, and open-source selling models.
• Extensive experience with OpenStack, virtualization, and container technologies.
• Autonomous, disciplined, and hands-on "get-it-done" mentality.
• Strong ability to identify opportunities and capture customer requirements.
• Excellent communication and presentation skills.

Benefits

• Distributed work environment with twice-yearly in-person team sprints.
• Annual personal learning and development budget of $2,000 USD.
• Performance-driven annual bonus or commission structure.
• Annual compensation reviews and recognition rewards.
• Comprehensive leave policies (holiday, maternity, paternity).
• Wellness platform and Team Member Assistance Program.
• Travel perks, including Priority Pass and upgrades for company events.