Remote opportunity at
CanonicalOpen Source Enterprise Sales / Alliances
This general-track vacancy at Canonical spans several seniority levels in its Sales and Alliances teams. It targets people with a strong record of producing revenue in…
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About This Role
This general-track vacancy at Canonical spans several seniority levels in its Sales and Alliances teams. It targets people with a strong record of producing revenue in the technology sector. Two paths are described. Alliances Sales Directors manage a portfolio of business with go-to-market partners such as hardware and software suppliers, systems integrators and distributors. Enterprise Sales Executives look after relationships with customers who buy directly. Both paths centre on revenue…
Job Description
This general-track vacancy at Canonical spans several seniority levels in its Sales and Alliances teams. It targets people with a strong record of producing revenue in the technology sector. Two paths are described. Alliances Sales Directors manage a portfolio of business with go-to-market partners such as hardware and software suppliers, systems integrators and distributors. Enterprise Sales Executives look after relationships with customers who buy directly.
Both paths centre on revenue growth and call for close collaboration with marketing, sales engineering, product management, customer success, finance, legal teams and support staff, while keeping field teams aligned. Enterprise executives may be assigned a region or an industry vertical and may carry over knowledge of their existing customers. Alliances directors help partners sell, manage and expand their business as channel and GSI or SI tie-ups grow. The work includes leading executive-level discussions between partners or customers and Canonical's leadership.
Remote roles are offered globally. The posting asks for a working grasp of the Linux and cloud software landscape, familiarity with open-source sales models, experience negotiating contracts and commercial terms, and a history of beating targets. Candidates should speak with authority, write and speak professional English, and be comfortable in a multicultural, multinational company. Travel, both for company gatherings and for in-person meetings with clients and partners, is expected.
Responsibilities
- Develop a thorough understanding of Linux, cloud software and open-source selling models
- Negotiate contracts and commercial terms
- Build and widen strategic relationships with partners or customers
- Shape and own the plan for each sales engagement
- Raise customers' awareness of what open source can do on Ubuntu
- Hit targets and convey the partner's or customer's perspective internally
- Travel within and beyond the home country to forge partnerships face to face
- Lead executive meetings linking partners or customers with Canonical leadership
Requirements
- Track record of exceptional revenue results in technology
- Experience with Linux and open source
- Strong academic record from school and university
- Technical undergraduate degree, or a clear account of a different route taken
- Willingness to voice disagreement constructively and offer ideas
- Commitment to leading and developing others
- Personal projects that reveal passion for technology
- Polished English in writing and speech, with presentation skills
- Interpersonal skill, curiosity, adaptability and ownership of outcomes
- Results-driven with plenty of personal motivation
- Respect for diversity and comfort in a multicultural setting
- Able to travel abroad twice a year for trips of up to a fortnight, and more frequently when needed
Core Skills
Benefits
- Employee assistance program with a health and wellness platform
- Remote-first working, with two in-person team sprints a year
- A yearly USD 2,000 budget for learning and skill growth
- Yearly pay review and recognition awards
- Paid holidays each year, plus maternity and paternity leave
- Chances to visit new places and meet teammates across the company
- Priority Pass access and upgrades on long-haul trips for company events
- Yearly bonus or commission linked to performance
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the job based?
The posting says remote roles are offered globally.
Which teams are hiring?
Sales and Alliances teams are hiring at several seniority levels. The posting describes Alliances Sales Directors and Enterprise Sales Executives.
How much travel is involved?
Travel for company events is expected twice a year, for up to two weeks, and more often to meet clients and partners.
What is the salary?
The posting does not state a salary figure.
Sample Interview Questions
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