Remote opportunity at
CanonicalPartner Sales Director - Global System Integrator (GSI)
Canonical, a profitable and growing provider of open source software and the publisher of Ubuntu, is hiring a Partner Sales Director - Global System Integrator (GSI).…
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About This Role
Canonical, a profitable and growing provider of open source software and the publisher of Ubuntu, is hiring a Partner Sales Director - Global System Integrator (GSI). This remote position reports directly to the VP Global Alliances and Channels and focuses on collaborating with GSI partners across their sales organizations to advance Ubuntu-based solutions. The person in this role will drive sell-to, sell-through, and sell-with motions, build strategic connections from engineering…
Job Description
Canonical, a profitable and growing provider of open source software and the publisher of Ubuntu, is hiring a Partner Sales Director - Global System Integrator (GSI). This remote position reports directly to the VP Global Alliances and Channels and focuses on collaborating with GSI partners across their sales organizations to advance Ubuntu-based solutions. The person in this role will drive sell-to, sell-through, and sell-with motions, build strategic connections from engineering to the C-suite, and lead customer workshops, executive engagements, and sales events.
The ideal candidate possesses an autonomous, hands-on mindset and deep familiarity with Linux, cloud software ecosystems, open-source sales models, and partner organization structures. This role suits professionals capable of navigating fast-paced settings with ambitious goals while managing commercial terms and contract negotiations.
Canonical operates as a distributed organization with team members spanning more than 75 countries. Employees participate in periodic in-person team sprints held globally multiple times per year, and the position requires the capacity to travel internationally up to 40 percent of the time.
Responsibilities
- Partner with Global System Integrators across sales cycles to facilitate Ubuntu-based solutions and digital transformation platforms
- Establish trusted relationships with partners at all levels from engineers to executives
- Drive market share growth and attach rates for Canonical solutions
- Lead sell-to, sell-through, and sell-with strategies with GSI partners
- Facilitate customer workshops, sales events, executive engagements, and public presentations
- Negotiate business terms and commercial contracts
- Collaborate closely with marketing, product management, and sales engineering teams to meet targets
- Coordinate executive interlocks between partner teams and Canonical leadership
Requirements
- Extensive background in alliance or indirect sales management
- Deep knowledge of Linux, cloud software ecosystems, and open-source selling strategies
- Understanding of partner organizations and sales models specifically concerning Global System Integrators
- Demonstrated ability to negotiate commercial business terms and contracts
- Capacity for international and domestic travel up to 40 percent of the time
- Autonomous, disciplined, and hands-on professional approach
Qualifications
- Extensive experience with containers, virtualization, OpenStack, and other cloud technologies
- Proven skill in identifying gaps, evaluating customer requirements, and creating new opportunities
Core Skills
Benefits
- Geographically adjusted global compensation with annual performance reviews
- Performance-driven annual bonus or commission
- Personal learning and development budget of USD 2,000 annually
- Distributed work environment with twice-yearly in-person team sprints
- 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 position remote?
Yes, this role is remote and operates within a globally distributed team environment.
What is the salary for the Partner Sales Director role?
The posting does not specify a precise salary amount, though compensation considers geographical location, experience, and performance, and includes a performance-driven annual bonus or commission.
How much travel is required for this position?
The role requires the ability to travel, sometimes internationally, up to 40 percent of the time.
What employment type is this job?
The job posting indicates that this is a full-time position.
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