Source Enterprise Sales​/Alliances

Join to apply for the Open Source Enterprise Sales / Alliances role at Canonical

This is a general track role, hiring for opportunities across all levels of seniority in our Sales and Alliances teams. Apply if you believe you possess outstanding revenue generating experience from the Technology industry.

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.

Teams meet two to four times yearly in person in interesting locations around the world to align on strategy and execution. The company is founder‑led, profitable and growing.

We are looking to hire Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals.

Alliances Sales Directors own a book of business helping Canonical work with go‑to‑market partners, hardware vendors, software vendors, solutions integrators, distributors and channels. They enable, manage and grow business opportunities and drive market expansion alongside revenue growth.

Reporting to the Alliances leadership, you will work with direct sales, marketing, product, customer success, finance, legal and support to demonstrate thought leadership, practical skills and knowledge.

Enterprise Sales Executives own relationships with direct customers and are responsible for maintaining and growing relationships that result in mutually beneficial engagements. They craft solutions that enable customers to be more efficient and solve complex problems.

Reporting to Sales leadership, you will work across a region or a vertical and can bring your knowledge of previous customers with you.

Remote opportunities available globally.

• Advancing a deep understanding of Linux and cloud software ecosystem, and open source selling models.
• Negotiating contracts and commercial business terms.
• Building and expanding strategic relationships.
• Building and owning the strategy and development of the sales engagements.
• Growing customer awareness of open source capabilities on Canonical Ubuntu.
• Delivering on targets, objectives and providing a voice of the partner and/or customer.
• Traveling both domestically and internationally to drive partnerships in person.
• Aligning and supporting internal Field teams to identify, support, grow and transact.
• Working closely with Marketing, Sales Engineering and Product Management to deliver on targets and provide a voice of the partner and/or customer.
• Leading executive interlocks between partners/customers and our own leadership team.

• Track record of achieving outstanding revenue results in the technological field.
• Experience with Linux and open source.
• Exceptional academic track record from high school and university.
• Undergraduate degree in a technical subject or a compelling narrative about an alternative path.
• Confidence to respectfully speak up, exchange feedback, and share ideas.
• Leadership and commitment to skills development and mentorship.
• Passion for technology evidenced by personal projects and initiatives.
• Strong work ethic and confidence alongside motivated colleagues.
• Professional written and spoken English with excellent presentation skills.
• Excellent interpersonal skills, curiosity, flexibility, and accountability.
• Appreciative of diversity, polite and effective in a multi‑cultural, multi‑national organization.
• Thoughtfulness and self‑motivation with results‑oriented mindset and high personal drive.
• Ability to travel internationally twice a year for company events up to two weeks long and more regularly to meet clients and partners as required.

• 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 Program including Health and Wellness platform.
• Opportunity to travel to new…