Canonical -
Company: Canonical –
WebSite: Makkah, Saudi Arabia
Job Description:**Revised Text (Formal Style):**
Canonical is a leading provider of open source software and operating systems, serving global enterprise and technology markets. Our platform, Ubuntu, is widely deployed in critical enterprise initiatives encompassing public cloud, data science, artificial intelligence, engineering innovation, and the Internet of Things. Our clientele includes pre-eminent public cloud and silicon providers, as well as industry leaders across diverse sectors. The company pioneered global distributed collaboration and employs over 1200 professionals across more than 75 countries, with a minimal emphasis on office-based roles. Teams convene in person two to four times annually at international locations to align on strategic objectives and operational execution. Canonical is a founder-led, profitable, and expanding organization.
Global System Integrators (GSIs) are integral to Canonical’s growth strategy for the next three years. We are seeking a Partner Sales Director to collaborate closely with Canonical’s GSI partners throughout their sales cycles and across their sales organizations to promote Ubuntu-based solutions and opportunities. This individual will also assist GSIs in developing long-term digital transformation platforms leveraging Ubuntu stacks and services.
Reporting to the VP of Global Alliances and Channels, the Partner Sales Director will cultivate trusted partner relationships, increase Canonical’s market share and attach rate, advocate for the partnership, and manage all business interactions from engineering to the executive level. This role encompasses the strategy, sell-to, sell-through, and sell-with approaches with GSIs, and will facilitate customer workshops, sales events, public presentations, and executive engagements.
**Key Responsibilities:**
* Establish strategic partnerships with partners at all levels, fostering long-term engagement with Ubuntu technology.
* Demonstrate a comprehensive understanding of the Linux and cloud software ecosystem, including open source sales models.
* Negotiate contracts and commercial business terms.
* Possess a thorough understanding of partner organizations and sales models, particularly within Global System Integrators.
* Collaborate closely with marketing, sales engineering, and product management to achieve targets and objectives, and provide partner feedback.
* Lead executive-level engagements between partners and the Canonical leadership team.
* Travel, potentially internationally, up to 40% of the time.
**Desired Qualifications:**
* Extensive experience in alliance or indirect sales management roles.
* Substantial experience with OpenStack, virtualization, containers, and other cloud technologies.
* Autonomous, disciplined, and proactive work ethic with a results-oriented approach.
* Ability to capture customer requirements, assess gaps, and identify and create opportunities.
* Passion for Ubuntu products and mission.
* Ability to thrive in fast-paced, high-pressure environments with ambitious achievement goals.
* Excellent communication and presentation skills.
**Compensation and Benefits:**
Canonical provides globally competitive compensation, adjusted for geographical location, experience, and performance. Compensation is reviewed annually, with more frequent reviews for graduates and associates, to recognize exceptional performance. In addition to base salary, a performance-driven annual bonus or commission is offered. Comprehensive benefits are provided to all team members, reflecting our values and ideals and ensuring fairness globally. These benefits include:
* Distributed work environment with twice-yearly team sprints in person.
* Personal learning and development budget of USD 2,000 per year.
* Annual compensation review.
* Recognition rewards.
* Annual holiday leave.
* Maternity and paternity leave.
* Employee Assistance Programme.
* Opportunity to travel to new locations to meet colleagues.
* Priority Pass and travel upgrades for long-haul company events.
**About Canonical:**
Canonical is a pioneering technology firm driving the global adoption of open source solutions. As the publisher of Ubuntu, a leading open-source project and a foundational platform for AI, IoT, and cloud computing, we are transforming the software landscape. We maintain rigorous hiring standards and seek exceptional individuals to join our team. At Canonical, we foster a culture of excellence, innovation, and continuous learning. Our distributed work environment encourages a future-oriented mindset, challenging colleagues to think differently, work efficiently, and expand their skill sets.
Canonical is an equal opportunity employer committed to fostering a workplace free from discrimination. We believe that diverse experiences, perspectives, and backgrounds create a superior work environment and better products. All applications will be considered fairly, regardless of identity.
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