Senior Partner Sales Manager - Global System Integrator (GSI)

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very 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. The company is a 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, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Senior Partner Sales Manager to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services. Working the the Partner Sales Director in their geographic region, the Senior Partner Sales Manager will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director. The role entails • Build strategic relationships with partners at levels, and stickiness with Ubuntu technology • Deep understanding of Linux and cloud software ecosystem, and open source selling models • Negotiate contracts and commercial business terms • Deep understanding of partner organizations and sales models, in particular with Global System Integrators • Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner • Lead executive interlocks between partners and Canonical leadership team • Ability to travel - sometimes internationally - up to 40% of the time What we are looking for in you • Extensive experience in alliance or indirect sales management roles • Extensive experience with OpenStack, virtualization, containers and other Cloud technologies. • Autonomous, disciplined, hands-on, get-it-done mentality • Ability to capture customer requirements, evaluate gaps, identify and create opportunities • Passionate about Ubuntu products and mission • Comfortable in fast-paced and high pressure environments with ambitious achievement goals • Excellent communication and presentation skills What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. • 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 • Team Member Assistance Program & Wellness Platform • Opportunity to travel to new locations to meet colleagues • Priority Pass and travel upgrades for long-haul company events