Remote opportunity at
CanonicalPartner Sales Director - Global System Integrator (GSI)
Canonical is seeking a Partner Sales Director for its Global System Integrator (GSI) channel, which the company expects to be central to its growth over the…
Career Tools
About This Role
Canonical is seeking a Partner Sales Director for its Global System Integrator (GSI) channel, which the company expects to be central to its growth over the next three years. The post is remote and reports to the VP of Global Alliances and Channels. The director stays close to GSI partners through every stage of their deals and across their sales teams, supporting Ubuntu-based solutions and helping integrators assemble long-running digital…
Job Description
Canonical is seeking a Partner Sales Director for its Global System Integrator (GSI) channel, which the company expects to be central to its growth over the next three years. The post is remote and reports to the VP of Global Alliances and Channels. The director stays close to GSI partners through every stage of their deals and across their sales teams, supporting Ubuntu-based solutions and helping integrators assemble long-running digital transformation offerings built on Ubuntu stacks and services.
The director sets the plan for selling to, through and alongside each GSI and builds trust that raises Canonical's market share and attach rate. The work spans engaging partners from engineers up to CxO level, leading executive exchanges with Canonical's leadership team, and taking part in customer workshops, sales events and public talks. Negotiating contracts and commercial terms is part of the role, as is close cooperation with marketing, pre-sales engineering and product teams.
Applicants need deep background in alliance or indirect sales leadership and a solid grasp of how partner organisations and sales models work, especially at integrators. Substantial experience with OpenStack, virtualisation, containers and other cloud platforms is required, along with a self-directed, hands-on style and comfort in high-pressure settings with ambitious goals. Travel, sometimes overseas, could take as much as 40% of working time.
Responsibilities
- Build lasting relationships with partners at several levels
- Own the strategy for selling to, through and alongside GSI partners
- Help integrators bring Ubuntu-based solutions to customers
- Help integrators build long-term transformation platforms on Ubuntu stacks and services
- Negotiate contracts and commercial terms
- Hit targets and represent the partner's view inside Canonical
- Lead executive exchanges between partners and Canonical leadership
- Coordinate across marketing, sales engineering and product groups
Requirements
- Deep experience running alliance or indirect sales teams
- Substantial experience with OpenStack, virtualisation, containers and cloud
- Self-directed, disciplined and practical working style
- Skill in understanding customer needs and spotting openings
- Enthusiasm for Ubuntu and Canonical's mission
- Ability to perform under pressure and chase ambitious goals
- Strong communication and presenting skills
- Ability to travel, sometimes overseas, for as much as 40% of working hours
Qualifications
- Solid grasp of the Linux and cloud software market
- Familiarity with open source selling models
- Detailed knowledge of integrator organisations and their sales models
Core Skills
Benefits
- Mostly remote setup, with in-person team sprints twice yearly
- USD 2,000 yearly for learning and development
- Base pay with a bonus or commission linked to performance
- Pay reviewed each year, with recognition awards
- Holiday leave, with maternity and paternity leave
- Wellness platform and an assistance programme
- Trips to new places to meet colleagues face to face
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this Partner Sales Director role remote?
Yes. The posting lists the role as remote, reporting to the VP of Global Alliances and Channels.
How much travel does the role involve?
The posting says travel may be international and can reach 40% of working time.
What experience is required?
It asks for deep alliance or indirect sales leadership experience, plus substantial experience with OpenStack, virtualisation, containers and cloud.
What salary is offered?
The posting does not specify a salary. Base pay depends on factors including location, experience and performance.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.