Source Enterprise Sales​/Alliances

Overview

This is a general track role, hiring for opportunities across all levels of seniority in our Sales and Alliances teams. We seek individuals with 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. We have 1200+ colleagues in 75+ countries and operate a remote‑first culture with infrequent in‑person team sprints to align on strategy and execution. We are founder‑led, profitable, and growing.

We are looking to hire Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals. Our Alliances Sales Directors own a book of business helping Canonical work with go‑to‑market partners, hardware vendors, software vendors, solutions integrators and distributors, and manage and grow business opportunities. Reporting to Alliances leadership, you will collaborate with sales, marketing, product, customer success, finance, legal, and support to demonstrate thought leadership and practical skills.

Our Enterprise Sales Executives own relationships with direct customers and are responsible for maintaining and growing relationships that result in mutually beneficial engagements. They help craft solutions that enable customers to be more efficient, solve complex problems, and achieve best results. Reporting to Sales leadership, you will work across a region or vertical, bringing knowledge of previous customers with you. We are committed to giving customers the most knowledgeable and competent partners to succeed together.

We have remote opportunities available globally.

• 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
• Travelling 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 revenue outstanding results in our technological field
• Experience with Linux and opensource
• Exceptional academic track record from both high school and university, ofity of current position
• Undergraduate degree in a technical subject or a compelling narrative about your 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 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…