Remote opportunity at
CanonicalPartner Sales Director - Global System Integrator (GSI)
Canonical, the publisher of the Ubuntu operating system, seeks a Partner Sales Director to manage Global System Integrator relationships. The organization operates globally with a distributed…
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About This Role
Canonical, the publisher of the Ubuntu operating system, seeks a Partner Sales Director to manage Global System Integrator relationships. The organization operates globally with a distributed team model where employees work remotely and gather in person two to four times each year. In this role, the individual will report directly to the VP of Global Alliances and Channels. Key responsibilities include driving sell-to, sell-through, and sell-with motions, negotiating commercial terms,…
Job Description
Canonical, the publisher of the Ubuntu operating system, seeks a Partner Sales Director to manage Global System Integrator relationships. The organization operates globally with a distributed team model where employees work remotely and gather in person two to four times each year. In this role, the individual will report directly to the VP of Global Alliances and Channels. Key responsibilities include driving sell-to, sell-through, and sell-with motions, negotiating commercial terms, and engaging stakeholders from engineering to the C-suite.
The position suits an autonomous and disciplined sales leader with deep knowledge of Linux, open-source business models, and cloud infrastructure technologies like OpenStack, containers, and virtualization. Candidates must possess the ability to travel internationally up to 40 percent of the time. Canonical evaluates compensation based on geographic region, individual experience, and performance, with reviews conducted annually alongside performance-driven bonuses or commissions.
Responsibilities
- Build trusted strategic relationships across partner organizations at all levels
- Increase Canonical market share and solution attach rates
- Lead business interactions ranging from engineers to the CxO level
- Own sell-to, sell-through, and sell-with GSI strategies
- Host customer workshops, sales events, public presentations, and executive engagements
- Collaborate with marketing, sales engineering, and product management teams
- Lead executive interlocks between partners and the company leadership
Requirements
- Extensive experience in alliance or indirect sales management roles
- Deep understanding of Linux, cloud software ecosystems, and open-source selling models
- Ability to negotiate commercial business terms and contracts
- Familiarity with partner organizations and sales models for Global System Integrators
- Extensive experience with virtualization, containers, OpenStack, and other cloud technologies
- Autonomous, disciplined, and hands-on approach to work
- Capacity to capture customer requirements, identify gaps, and generate opportunities
- Availability to travel internationally up to 40 percent of the time
Core Skills
Benefits
- Distributed work environment with twice-yearly in-person team sprints
- Annual personal learning and development budget of USD 2,000
- Annual compensation reviews
- Recognition rewards and annual holiday leave
- Maternity and paternity leave
- Team Member Assistance Program and Wellness Platform
- Priority Pass and travel upgrades for long-haul company events
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this a remote position?
Yes, Canonical operates as a distributed company with very few office-based roles, though the position requires up to 40 percent international travel and attendance at twice-yearly in-person team sprints.
What is the salary for this role?
The posting does not specify a concrete salary figure. Compensation is shaped globally by geographic location, experience, and performance, and includes a performance-driven annual bonus or commission.
Who does the Partner Sales Director report to?
This position reports directly to the VP of Global Alliances and Channels.
What travel is required for this job?
The role entails international travel of up to 40 percent of the time, in addition to team meetings held two to four times yearly.
Sample Interview Questions
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