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.

Canonical is founder‑led, profitable, and growing. Our channel sales team is expanding to capitalize on growing demand from channel partners, leveraging their expertise 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 must be comfortable owning and leading initiatives in an unstructured, startup‑like environment and able to sell open source, cloud, virtualization, and technical software solutions.

Although the role focuses primarily on reseller and distributor channel partners, the candidate should also be comfortable with initial customer discovery calls and presentations as appropriate.

Location: US or Canada

• 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's satisfaction and act as trusted advisor and point of contact
• Maintain a regularity/frequency of contact with priority resellers and distributors

• Bachelor's level degree, preferably in a technology field
• Experience in software or technology sales in 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 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
• Ability to represent the company at external events
• Start‑up experience would be an advantage

• Global compensation based on geographical location, experience, and performance, revisited annually (or more often for graduates and associates)
• Base pay plus performance‑driven annual bonus or commission
• Individual learning & 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
• Distributed work environment with twice‑yearly team sprints in person

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.