Overview Join to apply for the Partner Sales Director - Global System Integrator (GSI) role at Canonical . Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers, and industry leaders across 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 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's growth plans. We are hiring a Partner Sales Director to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, and to help GSIs build long-term digital transformation platforms with Ubuntu stacks and services. Reporting to the VP Global Alliances and Channels, the Partner Sales Director will build trusted relationships with partners, increase Canonical market share and attach rate, evangelize the partnership, and lead all business interactions from engineers to CxO level. They will own the strategy, sell-to, sell-through, and sell-with motions with the GSI and will animate customer workshops, sales events, public presentations and executive engagements. The role entails Build strategic relationships with partners at senior levels, and strengthen adoption of Ubuntu technologies Deep understanding of Linux and cloud software ecosystem, and open source selling models Negotiate contracts and commercial terms Deep understanding of partner organizations and sales models, especially with Global System Integrators Collaborate with marketing, sales engineering and product management to deliver on targets and provide a voice of the partner Lead executive interlocks between partners and Canonical leadership Ability to travel 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 goals Excellent communication and presentation skills What we offer colleagues 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 Opportunities to travel to new locations to meet colleagues Travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we drive the platform for AI, IoT, and the cloud. We recruit on a global basis and set a very high standard for people joining the company. Most colleagues have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better environment and better products. Whatever your identity, we will give your application fair consideration. Seniority level Mid-Senior level Employment type Full-time Job function Sales and Business Development Industries Software Development Referrals increase your chances of interviewing at Canonical. Get notified about new Global Sales Director jobs in Las Vegas, NV. #J-18808-Ljbffr