Canonical
Partner Sales Executive, North America Channel
Canonical, Charlotte, North Carolina, United States, 28245
Partner Sales Executive, North America Channel
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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world’s leading public cloud and silicon providers, and industry leaders in many sectors. Canonical is a pioneer of global distributed collaboration, with 1,200+ colleagues in 75+ countries and very few office‑based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
Canonical is a founder‑led, profitable and growing company that is expanding its channel sales team to capitalize on rapidly growing demand from channel partners. The Partner Sales Executive will report to the Director, Americas Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas, identifying, prospecting and engaging reseller and distributor partners to build and maintain relationships, and growing Canonical’s business within the assigned territory.
Although the role is focused primarily on reseller and distributor channel partners, the candidate must also be comfortable with initial customer discovery calls and presentations as appropriate, and must be able to own and lead initiatives in an unstructured, startup‑like environment.
Location:
US or Canada
The Role Entails
Develop and execute channel strategy for distributors and resellers within the assigned territory.
Increase awareness of Canonical as a lead player in Open Source and Cloud (private, hybrid, multi‑and public models).
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 for resellers.
Drive and manage channel pipeline through recurring partner interactions.
Support partner satisfaction and act as trusted advisor and point of contact.
Maintain regular contact with priority resellers and distributors.
What We Are Looking For in You
Bachelor’s level degree, preferably in a technology field.
Experience in software or technology sales within the specified market.
Fluency in English.
Understanding of open source, Linux and Ubuntu.
Self‑starter with a proven track record of achieving sales targets.
Detail oriented with strong follow‑up skills.
Effective negotiating skills and 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.
Ability to represent the company at external events.
Start‑up experience would be an advantage.
What We Offer Colleagues
Compensation includes base pay plus a performance‑driven annual bonus or commission.
Annual compensation review and recognition rewards.
Personal learning and development budget of USD 2,000 per year.
Distributed work environment with twice‑yearly in‑person team sprints.
Annual holiday leave.
Maternity and paternity leave.
Employee Assistance Programme.
Opportunity to travel to new locations to meet colleagues.
Priority Pass and 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, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence— to succeed, we need to be the best at what we do.
Canonical is an equal opportunity employer.
Seniority Level Entry level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Software Development
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Canonical is a founder‑led, profitable and growing company that is expanding its channel sales team to capitalize on rapidly growing demand from channel partners. The Partner Sales Executive will report to the Director, Americas Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas, identifying, prospecting and engaging reseller and distributor partners to build and maintain relationships, and growing Canonical’s business within the assigned territory.
Although the role is focused primarily on reseller and distributor channel partners, the candidate must also be comfortable with initial customer discovery calls and presentations as appropriate, and must be able to own and lead initiatives in an unstructured, startup‑like environment.
Location:
US or Canada
The Role Entails
Develop and execute channel strategy for distributors and resellers within the assigned territory.
Increase awareness of Canonical as a lead player in Open Source and Cloud (private, hybrid, multi‑and public models).
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 for resellers.
Drive and manage channel pipeline through recurring partner interactions.
Support partner satisfaction and act as trusted advisor and point of contact.
Maintain regular contact with priority resellers and distributors.
What We Are Looking For in You
Bachelor’s level degree, preferably in a technology field.
Experience in software or technology sales within the specified market.
Fluency in English.
Understanding of open source, Linux and Ubuntu.
Self‑starter with a proven track record of achieving sales targets.
Detail oriented with strong follow‑up skills.
Effective negotiating skills and 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.
Ability to represent the company at external events.
Start‑up experience would be an advantage.
What We Offer Colleagues
Compensation includes base pay plus a performance‑driven annual bonus or commission.
Annual compensation review and recognition rewards.
Personal learning and development budget of USD 2,000 per year.
Distributed work environment with twice‑yearly in‑person team sprints.
Annual holiday leave.
Maternity and paternity leave.
Employee Assistance Programme.
Opportunity to travel to new locations to meet colleagues.
Priority Pass and 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, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence— to succeed, we need to be the best at what we do.
Canonical is an equal opportunity employer.
Seniority Level Entry level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Software Development
#J-18808-Ljbffr