Partner Sales Executive, North America Channel

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.

The company is founder‑led, profitable and growing. 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.

Location: US or Canada

The Partner Sales Executive, North America Channel will report to the Director, Americas Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas, identifying, prospecting, and engaging reseller and distributor partners to build and maintain relationships, and growing Canonical's business within the assigned territory. They must be comfortable owning and leading initiatives in an unstructured, startup‑like environment and selling open‑source, cloud, virtualization, and technical software solutions.

• 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 the 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 satisfaction and act as trusted advisor and point of contact.
• Maintain a regular frequency of contact with priority resellers and distributors.

• Bachelor’s degree, preferably in a technology field.
• Experience in software or technology sales from the specified market.
• Fluency in English.
• An understanding of open source, Linux and Ubuntu.
• A self‑starter with a proven track record of achieving sales targets.
• Detail‑oriented with strong follow‑up skills.
• Effective negotiating skills with the 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.
• The ability to represent the company at external events.
• Start‑up experience would be an advantage.

• Compensation based on skill, experience and performance; reviewed annually.
• Base pay plus performance‑driven annual bonus or commission.
• Distributed work environment with twice‑yearly team sprints in person.
• 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.
• Opportunities 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.

Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal‑opportunity employer. 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.