Partner Sales Director - Global System Integrator (GSI)

About the role

The role entails building strategic relationships with partners at various levels, increasing Canonical market share and attach rate, and evangelizing about the partnership. The Partner Sales Director will also lead the sell-to, sell-through, and sell-with motions with Global System Integrators (GSI), animate customer workshops, sales events, public presentations, and executive engagements.

Responsibilities

• Build strategic relationships with partners at various 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

Requirements

• 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

Qualifications

• Passionate about open source and Ubuntu
• Experience with GSI and other Global System Integrators
• Strong negotiation and contract management skills
• Ability to build and maintain strong relationships with partners
• Experience in managing complex sales cycles

Skills

• Strategic thinking and relationship-building
• Open source and cloud technologies expertise
• Effective communication and presentation skills
• Customer relationship management
• Contract negotiation and management

Benefits

• 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
• Priorit Pass and travel upgrades for long-haul company events

Pay

Compensation is determined based on geographical location, experience, and performance. An annual compensation review is conducted to ensure recognition of outstanding performance. In addition to base pay, a performance-driven annual bonus or commission is offered.

Schedule

Flexible work schedule with occasional international travel up to 40% of the time.