Partner Sales Executive, North America Channel

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Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors.

Our company is founder‑led, profitable, and growing, with 1,200+ colleagues in 75+ countries and a largely remote workforce. Teams meet two to four times yearly in person in interesting locations around the world to align on strategy and execution.

Canonical is expanding its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.

The Partner Sales Executive, North America Channel will report to the Director, Americas Channel Sales and requires a mix of farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas and building and maintaining relationships with reseller and distributor partners across the assigned territory. They will own and lead initiatives in an unstructured, startup‑like environment, selling open source, cloud, virtualization, and technical software solutions, and may also conduct initial customer discovery calls and presentations as needed.

• Develop and execute channel strategy for distributors and resellers within the assigned territory
• Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
• Identify and recruit new potential partners in assigned territory
• Leverage personal network and prospecting skills to engage new partners and build on Canonical's already‑successful relationships
• Guide partners through onboarding and enablement
• Develop mutually beneficial go‑to‑market plans and commitments with partners
• Arrange and execute sales and pre‑sales trainings to these resellers
• Drive and manage channel pipeline through recurring partner interactions
• Support partner's satisfaction and act as trusted advisor and point of contact
• Maintain a regular and frequent contact with priority resellers and distributors

• Bachelor's level degree, preferably in a technology field
• Experience in software or technology sales from the specified market
• Fluency in English
• Understanding of open source, Linux and Ubuntu
• Self‑starter with a proven track record of achieving sales targets
• Detail oriented with strong follow‑up skills
• Effective negotiating skills with ability to close sales
• Excellent interpersonal and presentation skills (written and verbal)
• Productive in a globally distributed team through self‑discipline and self‑motivation
• Mature approach to long‑term relationship development with customers
• Ability to represent the company at external events
• Start‑up experience would be an advantage

• Geographical location, experience, and performance are considered in shaping compensation worldwide. Compensation is revisited annually (and more often for graduates and associates) to reward outstanding performance. In addition to base pay, a performance‑driven annual bonus or commission is offered. All team members receive benefits that reflect the company’s values and ideals and are balanced to meet local needs.
• Distributed work environment with twice‑yearly in‑person team sprints
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long‑haul company events

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company.

Most colleagues at Canonical have worked from home since its inception in 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

• Entry level

• Full‑time

• Sales and Business Development

• Software Development