Partner Sales Executive, North America Channel

Company Overview

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 public cloud, data science, AI, engineering innovation, and IoT. With more than 1,200 colleagues in 75 countries, Canonical is a pioneer of global distributed collaboration.

The Partner Sales Executive, North America Channel reports 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, identifying, prospecting, and engaging reseller and distributor partners, and owning initiatives in an unstructured, startup‑like environment.

• 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 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 for resellers
• Drive and manage channel pipeline through recurring partner interactions
• Support partner satisfaction and act as trusted advisor and point of contact
• Maintain regular contact with priority resellers and distributors

• Bachelor's degree, preferably in a technology field
• Experience in software or technology sales within relevant markets
• 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 negotiation skills with ability to close sales
• Excellent interpersonal and presentation skills (written and verbal)
• Productivity in a globally distributed team through self‑discipline and motivation
• Mature approach to long‑term relationship development with customers
• Ability to represent the company at external events
• Start‑up experience an advantage

• Geographically based compensation, with annual performance reviews and performance‑driven bonuses or commissions
• 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
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long‑haul company events

Canonical publishes Ubuntu, one of the most important open‑source projects and a platform for AI, IoT, and the cloud. We are changing the world of software and fostering a workplace that values excellence. Most colleagues work from home and collaborate globally.

Canonical is an equal‑opportunity employer. We foster a work environment free from discrimination and give all applicants fair consideration.

US or Canada