US Public Sector Sales Strategist

2 weeks ago

Raleigh, North Carolina, United States Canonical - Jobs Full time
Position Overview

Canonical is recognized as the publisher of Ubuntu, the premier operating system for container, cloud, and hyperscale computing. Ubuntu stands as the preferred operating system for numerous public cloud Linux workloads, as well as for innovative sectors such as smart gateways, autonomous vehicles, and advanced robotics. Canonical offers enterprise-grade security, support, and services to commercial users of Ubuntu.

As we expand our channel sales team, we aim to leverage the increasing demand from channel partners who can utilize their expertise and networks to introduce open-source technology to various industries.

The Channel Sales Manager role reports directly to the Director of Global Channel Sales and requires a blend of both relationship management and new business development skills. The ideal candidate will be tasked with meeting specific annual growth targets.

Responsibilities include identifying, prospecting, and engaging with reseller and distributor partners to foster relationships and enhance Canonical's market presence within the designated territory.

The successful candidate must thrive in a dynamic, startup-like environment, demonstrating the ability to sell open-source, cloud, virtualization, and technical software solutions.

While the primary focus is on reseller and distributor partnerships, the candidate should also be comfortable conducting initial customer discovery calls and presentations as needed.

Key Responsibilities
  • Formulate and implement channel strategies for distributors and resellers within the designated territory.
  • Enhance Canonical's visibility as a leading player in Open Source and Cloud technologies (including Private, Hybrid, Multi, and Public models).
  • Identify and onboard new potential partners in the assigned region.
  • Utilize personal networks and prospecting techniques to engage new partners and build upon existing successful relationships.
  • Guide partners through the onboarding process and provide necessary training.
  • Develop collaborative go-to-market strategies and commitments with partners.
  • Organize and conduct sales and pre-sales training sessions for resellers.
  • Manage the channel pipeline through regular partner interactions.
  • Ensure partner satisfaction and act as a trusted advisor and point of contact.
  • Maintain consistent communication with priority resellers and distributors.
Qualifications
  • Bachelor's degree, preferably in a technology-related field.
  • Proven experience in software or technology sales within the relevant market.
  • Fluency in English.
  • Understanding of open-source technologies, Linux, and Ubuntu.
  • Self-motivated with a demonstrated history of meeting sales objectives.
  • Detail-oriented with strong follow-up capabilities.
  • Effective negotiation skills with a track record of closing sales.
  • Excellent interpersonal and presentation skills, both written and verbal.
  • Ability to work productively in a globally distributed team environment.
  • Mature approach to developing long-term relationships with clients.
  • Capability to represent the company at external events.
  • Experience in startup environments is a plus.
Preferred Qualifications
  • Experience in the US public sector.
What We Offer
  • Competitive compensation based on geographical location, experience, and performance, with annual reviews.
  • Performance-driven annual bonuses or commissions.
  • Comprehensive benefits reflecting our values and ideals.
  • Flexible work environment with opportunities for in-person team gatherings.
  • Annual personal learning and development budget.
  • Recognition programs for outstanding contributions.
  • Generous leave policies, including maternity and paternity leave.
  • Employee Assistance Program.
  • Opportunities for travel to connect with colleagues.
  • Travel perks for long-distance company events.
About Canonical

Canonical is a leading technology company at the forefront of the global shift towards open-source solutions. As the publisher of Ubuntu, a key open-source project and platform for AI, IoT, and cloud technologies, we are transforming the software landscape. We recruit globally and maintain high standards for our team members, expecting excellence to drive our success. Most of our team has worked remotely since our inception in 2004, making this an opportunity to step into the future of work.

Canonical is an equal opportunity employer. We are committed to fostering a workplace free from discrimination. We value diversity in experience, perspectives, and backgrounds, which contributes to a better work environment and superior products. All applications will be considered fairly, regardless of identity.

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