Channel Partner Sales Executive

About the role

Canonical is growing its channel sales team to meet rising demand from channel partners who bring open source technology to organisations across many industries. The role combines farming and hunting: identifying, prospecting and engaging reseller and distributor partners to build and maintain relationships and grow Canonical's business in the assigned territory, while achieving assigned annual growth quotas. It suits someone comfortable owning initiatives in an unstructured, startup-like environment and selling open source, cloud, virtualisation and technical software.

Key responsibilities

• Develop and execute channel strategy for distributors and resellers in the assigned territory
• Increase awareness of Canonical as a leader in Open Source and Cloud (private, hybrid, multi and public models)
• Identify and recruit new partners, then guide them through onboarding and enablement
• Build go-to-market plans and commitments with partners, and arrange and run sales and pre-sales training
• Manage the channel pipeline through recurring partner interactions and act as trusted advisor and point of contact
• Maintain regular contact with priority resellers and distributors, and make initial customer discovery calls and presentations where needed

Required profile

• Bachelor's degree, preferably in a technology field
• Experience in software or technology sales in the specified market
• Fluency in English
• Proven track record of achieving sales targets, with strong follow-up and negotiation skills
• Self-starter able to work productively in a globally distributed team; start-up experience is an advantage

Required skills

• Understanding of open source, Linux and Ubuntu
• Ability to sell open source, cloud, virtualisation and technical software solutions
• Excellent interpersonal and presentation skills (written and verbal)

What we offer

• Base pay plus a performance-driven annual bonus or commission, reviewed annually
• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Annual holiday leave, maternity and paternity leave, Employee Assistance Programme
• Priority Pass and travel upgrades for long-haul company events