Senior Partner Sales Manager - Global System Integrator (GSI)

About the role

Global System Integrators (GSI) are central to Canonical's growth plans over the next three years. Canonical is hiring a Senior Partner Sales Manager to work closely with its GSI partners through their sales cycles and across their sales organizations, helping them sell Ubuntu-based solutions and build long-term digital transformation platforms with Ubuntu stacks and services. The role reports to the Partner Sales Director in the candidate's geographic region.

Key responsibilities

• Build strategic relationships with partners and increase stickiness with Ubuntu technology
• Negotiate contracts and commercial business terms
• Work with marketing, sales engineering and product management to deliver targets and act as a voice of the partner
• Lead executive-level interactions with partners and Canonical leadership, including running customer workshops, attending sales events, giving public presentations and taking part in executive engagements
• Travel up to 40% of the time, sometimes internationally

Required profile

• Extensive experience in alliance or indirect sales management roles
• Extensive experience with OpenStack, virtualization, containers and other cloud technologies
• Autonomous, disciplined, hands-on approach
• Ability to capture customer requirements, evaluate gaps and create opportunities
• Passion for Ubuntu products and mission
• Comfortable in fast-paced, high-pressure environments

Required skills

• Deep understanding of Linux and the cloud software ecosystem, and of open source selling models
• Deep understanding of partner organizations and sales models, especially with Global System Integrators
• Excellent communication and presentation skills

What we offer

• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Performance-driven annual bonus or commission, with annual compensation reviews
• Annual holiday leave, maternity and paternity leave, and recognition rewards
• Team Member Assistance Program and wellness platform
• Priority Pass and travel upgrades for long-haul company events