Source Enterprise Sales​/Alliances

2 days ago Be among the first 25 applicants

Be among the first 25 applicants. This is a general track role, hiring for opportunities across all levels of seniority in our Sales and Alliances teams. Apply if 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 public cloud, data science, AI, engineering innovation and IoT. We work with leading public cloud and silicon providers, and industry leaders across many sectors. The company is pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office‑based roles.

Teams meet two to four times yearly in person, at interesting locations around the world, to align on strategy and execution.

Our company is founder‑led, profitable and growing. We are looking to hire both Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals.

Alliances Sales Directors own a book of business helping Canonical partners with go‑to‑market partners, hardware vendors, software vendors, solutions integrators, distributors, and channels. With fast growing channel business, GSI/SI and hardware partners, we need to enable, manage and grow 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, apply experience and grow the critical area.

Our Enterprise Sales Executives own relationships with direct customers and are responsible for maintaining and growing them to result in mutually beneficial engagements. They help craft solutions that enable customers to be more efficient, solve complex problems and walk the path with the customer to achieve best results.

Reporting to Sales leadership, you will work across a region or a vertical and bring your knowledge of previous customers. We are committed to giving customers knowledgeable partners to succeed together.

Location
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Remote opportunities available globally.

• Advancing a deep understanding of Linux and cloud software ecosystem, and open source selling models
• Experience negotiating contracts and commercial business terms
• Building and expanding strategic relationships
• Building and owning the strategy and development of sales engagements
• Growing customers awareness of open source capabilities on Canonical Ubuntu
• Delivering on targets and objectives and providing a voice of the partner and/or customer
• Traveling 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 objectives and provide a voice of the partner and/or customer
• Leading executive interlocks between partners/customers and Canonical leadership

• Track record of exceeding expectations to achieve outstanding revenue results in our technology field
• Experience with Linux and open source
• Exceptional academic track record from high school and university, regardless of seniority
• Undergraduate degree in a technical subject or a compelling narrative about an alternative chosen path
• Confidence to 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 organization
• Thoughtfulness, self‑motivation, results‑oriented mindset and high 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…