Partner Sales Executive, North America Channel - Canonical

About the Role

Canonical is growing its channel sales team to capitalize on the rapidly increasing demand for open source technology. As a Partner Sales Executive for the North America Channel, you will report to the Director of Americas Channel Sales, balancing both farming and hunting responsibilities to achieve annual growth quotas.

In this role, you will identify, prospect, and engage reseller and distributor partners to build long-term relationships. You will operate in an unstructured, startup-like environment, selling open source, cloud, virtualization, and technical software solutions.

Key Responsibilities

• Channel Strategy: Develop and execute channel strategies for distributors and resellers within North America.
• Partner Recruitment: Identify and recruit new potential partners while leveraging your personal network.
• Enablement: Guide partners through onboarding, enablement, and the development of go-to-market plans.
• Sales Execution: Arrange and execute sales/pre-sales training and conduct initial customer discovery calls and presentations.
• Pipeline Management: Drive and manage channel pipeline through consistent partner interactions.
• Relationship Management: Act as a trusted advisor to partners, ensuring high satisfaction and regular contact.

What We Are Looking For

• Bachelor's degree, preferably in a technology field.
• Proven experience in software or technology sales.
• Strong understanding of open source, Linux, and Ubuntu.
• Self-starter with a track record of achieving sales targets.
• Excellent interpersonal, negotiation, and presentation skills.
• Ability to work productively in a globally distributed team.
• Willingness to represent the company at external events.
• Startup experience is considered an advantage.

What We Offer

• Distributed Environment: A remote-first culture with twice-yearly in-person team sprints.
• Professional Development: Annual learning and development budget of $2,000 USD.
• Compensation: Competitive base pay with performance-driven annual bonuses or commissions, reviewed annually.
• Benefits: Comprehensive global benefits package, including holiday leave, maternity/paternity leave, and an Employee Assistance Programme.
• Travel: Opportunities to travel to interesting locations for team alignment and company events.