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Strategic Partner Sales Manager

2 months ago

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

Canonical, the esteemed publisher of Ubuntu, stands at the forefront of the operating system landscape for container, cloud, and hyperscale computing. Ubuntu has emerged as the preferred operating system for a majority of public cloud Linux workloads, as well as in the innovative domains of smart gateways, autonomous vehicles, and advanced robotics. Canonical delivers enterprise-grade security, support, and services to commercial users of Ubuntu.

To meet the escalating demand from channel partners, Canonical is expanding its channel sales team. This growth will leverage the expertise and connections of partners to introduce open-source technology across various industries.

The Channel Sales Manager role is pivotal, reporting directly to the Director of Global Channel Sales, and necessitates a blend of relationship management and new business development skills. The ideal candidate will be tasked with achieving designated annual growth targets.

Key responsibilities include:

  • Formulating and implementing channel strategies for distributors and resellers within the designated region.
  • Enhancing Canonical's visibility as a leader in Open Source and Cloud solutions (including Private, Hybrid, Multi, and Public models).
  • Identifying and onboarding new potential partners in the assigned territory.
  • Utilizing personal networks and prospecting techniques to engage new partners and strengthen existing relationships.
  • Guiding partners through the onboarding process and providing necessary enablement.
  • Collaborating with partners to develop mutually beneficial go-to-market strategies.
  • Conducting sales and pre-sales training sessions for resellers.
  • Managing the channel pipeline through regular partner interactions.
  • Ensuring partner satisfaction and serving as a trusted advisor and point of contact.
  • Maintaining consistent communication with priority resellers and distributors.

Qualifications:

  • Bachelor's degree, ideally in a technology-related field.
  • Proven experience in software or technology sales within the relevant market.
  • Fluency in English is essential.
  • Familiarity with open-source technologies, Linux, and Ubuntu.
  • A self-motivated individual with a history of meeting sales objectives.
  • Attention to detail and strong follow-up capabilities.
  • Effective negotiation skills with a demonstrated ability to close deals.
  • Excellent communication and presentation skills, both written and verbal.
  • Ability to thrive in a globally distributed team environment through self-discipline and motivation.
  • A mature approach to developing long-term relationships with clients.
  • Capability to represent the company at external events.
  • Experience in startup environments is advantageous.

Preferred Qualifications:

  • Experience in the US public sector.

What We Offer:

  • Competitive compensation that reflects geographical location, experience, and performance, with annual reviews.
  • Performance-driven bonuses or commissions.
  • A distributed work environment with opportunities for in-person team gatherings.
  • A personal learning and development budget of USD 2,000 annually.
  • Recognition rewards for outstanding contributions.
  • Comprehensive leave policies, including annual holiday and parental leave.
  • Employee Assistance Programs to support well-being.
  • Opportunities for travel to connect with colleagues globally.
  • Travel perks for long-haul company events.

About Canonical: Canonical is a trailblazer in the global shift towards open-source solutions. As the publisher of Ubuntu, a cornerstone of open-source projects and a platform for AI, IoT, and cloud technologies, we are reshaping the software landscape. We hire globally and maintain high standards for our team members, expecting excellence in all endeavors. Working at Canonical is a forward-thinking opportunity that encourages innovative thinking, skill development, and personal growth. Canonical is an equal opportunity employer, committed to fostering a diverse and inclusive workplace.