Remote opportunity at
CanonicalSenior Partner Sales Manager - Global System Integrator (GSI)
Canonical seeks a Senior Partner Sales Manager focused on Global System Integrators to join its distributed team. Canonical publishes Ubuntu, an operating system widely utilized across…
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About This Role
Canonical seeks a Senior Partner Sales Manager focused on Global System Integrators to join its distributed team. Canonical publishes Ubuntu, an operating system widely utilized across public cloud, data science, artificial intelligence, IoT, and engineering environments. Operating primarily as a distributed company since its founding in 2004, Canonical maintains few office-based roles and coordinates in-person team sprints two to four times per year in various global locations. In this role,…
Job Description
Canonical seeks a Senior Partner Sales Manager focused on Global System Integrators to join its distributed team. Canonical publishes Ubuntu, an operating system widely utilized across public cloud, data science, artificial intelligence, IoT, and engineering environments. Operating primarily as a distributed company since its founding in 2004, Canonical maintains few office-based roles and coordinates in-person team sprints two to four times per year in various global locations.
In this role, the professional will collaborate closely with the regional Partner Sales Director to engage with Global System Integrator partners across their sales cycles and organizations. Responsibilities include growing Canonical market share and attach rates, negotiating commercial business terms, conducting customer workshops, and managing executive interlocks between partner leadership and Canonical management. The position requires frequent engagement ranging from engineering to executive levels to help partners establish digital transformation platforms using Ubuntu services and technology stacks.
The ideal candidate possesses significant background in indirect sales or alliance management, along with deep familiarity with Linux, open-source sales models, and cloud technologies such as OpenStack, virtualization, and containers. This autonomous and hands-on position requires excellent presentation abilities, an enthusiasm for Ubuntu products, and the capacity to handle high-pressure settings with ambitious targets. Candidates must also be available to travel internationally up to 40 percent of the time.
Responsibilities
- Work alongside the regional Partner Sales Director to build trusted partnerships with Global System Integrator organizations
- Drive sales cycles and increase market share and attach rates for Ubuntu-based solutions
- Lead business interactions spanning from engineering personnel to the C-suite level
- Facilitate customer workshops centered on specific customer initiatives
- Represent the partnership at sales events, deliver public presentations, and participate in executive engagements
- Negotiate commercial terms and contracts with partners
- Collaborate with product management, sales engineering, and marketing teams to meet established targets
- Manage executive interlocks between partner leadership and the Canonical leadership team
Requirements
- Extensive background in alliance or indirect sales management
- Deep comprehension of open-source selling models, Linux, and the cloud software ecosystem
- Familiarity with partner organizations and sales models associated with Global System Integrators
- Extensive experience with containers, virtualization, OpenStack, and other cloud technologies
- Availability to travel up to 40 percent of the time, including internationally
Qualifications
- Autonomous, disciplined, hands-on, and action-oriented mindset
- Ability to evaluate gaps, capture customer requirements, and create new opportunities
- Strong passion for the Ubuntu mission and products
- Capability to thrive in fast-paced environments with demanding achievement goals
- Excellent communication and presentation abilities
Core Skills
Benefits
- Annual compensation review considering experience, location, and performance
- Performance-driven annual bonus or commission
- Distributed work environment featuring twice-yearly in-person team sprints
- Personal learning and development budget of USD 2,000 annually
- 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, Canonical operates as a distributed company with very few office-based roles. Colleagues work remotely and meet in person two to four times per year in various locations worldwide.
What is the expected travel requirement for this role?
The position requires the ability to travel, sometimes internationally, up to 40 percent of the time.
What compensation and benefits are offered?
Compensation includes base pay determined by geographical location, experience, and performance, alongside a performance-driven annual bonus or commission. Additional benefits include a USD 2,000 annual learning and development budget, recognition rewards, annual holiday leave, parental leave, a wellness platform, and travel perks.
What specific technical knowledge is required?
Candidates must have deep understanding of Linux, cloud software ecosystems, open-source selling models, and cloud technologies such as OpenStack, virtualization, and containers.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
