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Senior Channel Sales Manager, US Public Sector Leader

3 weeks ago

San Diego, California, United States Canonical - Jobs Full time
Job Overview

Canonical is the leading publisher of Ubuntu, the world's most popular operating system for container, cloud, and hyperscale computing. With a strong presence in the US public sector market, we are seeking an experienced Senior Channel Sales Manager to lead our channel sales efforts in this key territory.

The successful candidate will be responsible for developing and executing a comprehensive channel strategy to drive growth and increase awareness of Canonical as a leader in open source and cloud technologies. This includes identifying and recruiting new potential partners, building on existing relationships, and guiding partners through onboarding and enablement.

We offer a highly competitive salary of $120,000 - $150,000 per annum, plus performance-driven annual bonuses or commissions. In addition to base pay, we provide all team members with additional benefits, including a distributed work environment, personal learning and development budget of USD 2,000 per year, annual compensation review, recognition rewards, annual holiday leave, maternity and paternity leave, Employee Assistance Programme, and opportunity to travel to new locations to meet colleagues.

Responsibilities
  • Develop and execute a comprehensive channel strategy to drive growth and increase awareness of Canonical in the US public sector market.
  • IDentify and recruit new potential partners in 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 satisfaction and act as trusted advisor and point of contact.
  • Maintain regularity/frequency of contact with priority resellers and distributors.
Requirements
  • Bachelor's level degree, preferably in a technology field.
  • Experience in software or technology sales from the specified market.
  • Fluency in English.
  • An understanding of open source, Linux, and Ubuntu.
  • Track record of success working with US public sector channel partners.
  • Detail-oriented with strong follow-up skills.
  • Effective negotiating skills with 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.
  • The ability to represent the company at external events.