Source Enterprise Sales​/Alliances

Open Source Enterprise Sales / Alliances - Canonical

Join the Open Source Enterprise Sales / Alliances role at Canonical.

We are a leading provider of open source software and operating systems to global enterprise and technology markets. We own Ubuntu, used in breakthrough 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 across many sectors. With 1200+ colleagues in 75+ countries, we operate remotely with occasional in-person gatherings.

We are founder‑led, profitable, and growing. We are hiring Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals.

• Advancing a deep understanding of Linux and cloud software ecosystem, and open source selling models
• Experience with negotiating contracts and commercial business terms
• Building and expanding strategic relationships
• Building and owning the strategy and the development of the sales engagements
• Growing customers' 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, objectives and provide a voice of the partner and/or customer
• Leading executive interlocks between partners/customers and our own leadership team

• Track record of going above-and-beyond expectations to achieve exceptional revenue results in our technological field
• Experience with Linux and open source
• Exceptional academic track record from high school and university, regardless of current seniority
• Undergraduate degree in a technical subject or a compelling narrative about an alternative chosen path
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Leadership and commitment to skills development and mentorship
• Passion for technology evidenced by personal projects and initiatives
• The work ethic and confidence to shine 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 organisation
• Thoughtfulness and self‑motivation with a results‑oriented mindset and a high level of personal drive to meet commitments
• 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 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 publisher of Ubuntu, one of the most influential open source projects, we power AI, IoT, and cloud solutions worldwide. We recruit globally, setting high standards for excellence. Most colleagues work from home, and our culture fosters innovation, continuous learning, and diverse perspectives.

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.

Location: Remote opportunities available globally.