Channel Partner Sales Executive, UKI

Remote from: EMEA
Annual salary: Undisclosed
Salary information is not provided for this position. Check our Salary Directory to estimate the average compensation for similar roles.
Department: Sales
Employment type: Full Time,
Job posted: 12 Jun 2026
Apply before: 12 Jul 2026
Experience level: Director
Views / Applies: 18 / 6

About company

About Canonical Ltd.

Trusted open source for enterprises

Computer Software
2004

Actively Hiring

AI Summary

Canonical is seeking a Channel Partner Sales Executive for the UKI region to drive growth through reseller and distributor partnerships. The role involves developing channel strategy, recruiting partners, and managing relationships to increase adoption of Ubuntu and open source solutions. The ideal candidate has a background in software or technology sales, understands open source and Linux, and thrives in a self-directed, startup-like environment. Compensation is performance-driven with a base salary and commission, but specific figures are not disclosed.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight The role demands both hunting and farming skills, quota achievement, and relationship management in a global distributed company, making it challenging and requiring a seasoned sales professional.

Salary Analysis

AI Insight The offered salary is not disclosed, but for a Channel Partner Sales Executive in the US market, the typical range is $80,000 to $200,000 with a median around $130,000. The role likely includes performance-based bonuses or commissions, making total compensation competitive.

Key Skills

Channel Sales Partner Management Open Source Ubuntu Cloud Solutions Vendor Management Relationship Building Territory Management Distributor Relations Sales Strategy

Cover Letter Sample

I am excited to apply for the Channel Partner Sales Executive position at Canonical. With over five years of experience in software sales and channel development, I have successfully built and managed partner ecosystems that drove significant revenue growth. My background includes extensive work with open source technologies and cloud solutions, aligning perfectly with Canonical's focus on Ubuntu and enterprise open source.

In my previous role, I exceeded annual quotas by 20% through strategic partner recruitment and enablement. I am adept at navigating startup-like environments and have a proven track record of fostering long-term relationships with distributors and resellers. My strong communication and negotiation skills allow me to effectively represent companies at industry events and close complex deals.

I am particularly drawn to Canonical's distributed work model and commitment to innovation. I am confident that my ability to hunt new partnerships and farm existing relationships will contribute to the company's growth in the UKI region. I look forward to discussing how I can drive channel success at Canonical.

Possible Interview Questions

Can you describe your experience with channel partner sales and how you have driven growth through reseller and distributor partnerships?

I have over 5 years of channel sales experience, primarily in software and cloud solutions. In my previous role, I identified and recruited 10 new resellers, developed joint business plans, and provided ongoing training and support. This resulted in a 30% increase in channel revenue within the first year. I regularly conducted pipeline reviews and co-marketing activities to ensure alignment and mutual success.

How do you approach developing a channel strategy for a new territory?

I start by analyzing the market landscape, identifying key players, and understanding customer needs. I then define target partner profiles, such as value-added resellers or distributors with expertise in open source. Next, I create a recruitment plan and set clear goals and metrics. I also establish a communication cadence and enablement programs to ensure partners are equipped to sell effectively.

Tell us about a time you had to manage a difficult partner relationship. How did you resolve it?

A key partner was unhappy with our support response times, threatening to drop our products. I scheduled a meeting to listen to their concerns, acknowledged the issue, and worked with internal teams to expedite support processes. I also provided additional training to their sales team to improve product knowledge. Over three months, satisfaction improved, and the partner's sales increased by 15%.

What is your understanding of open source and Ubuntu, and how would you articulate its value to potential partners?

Open source offers flexibility, cost savings, and community-driven innovation. Ubuntu is a leading Linux distribution for cloud, AI, and IoT. I would highlight to partners that Ubuntu's security, scalability, and enterprise support can enhance their portfolio. I often use case studies and ROI calculators to demonstrate reduced TCO and faster time-to-market for customers.

In a startup-like environment, how do you prioritize tasks and manage your time when there are no set processes?

I am self-motivated and use tools like CRM to track activities and pipeline. I prioritize based on revenue impact and partner potential. I set weekly goals for prospecting, follow-ups, and enablement. I also communicate proactively with my manager to align on priorities. For example, I once created my own partner onboarding checklist, which later became a template for the team.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world’s leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.

The role requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.

They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory.

The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.

Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate.

The Role Entails

Develop and execute channel strategy for distributors and resellers within the assigned territory
Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
Identify and recruit new potential partners in assigned territory
Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships
Guide partners through onboarding and enablement
Develop mutually beneficial go-to-market plans and commitments with partners
Arrange and execute sales and pre sales trainings to these resellers
Drive and manage channel pipeline through recurring partner interactions
Support partner’s satisfaction and act as trusted advisor and point of contact
Maintain a regularity/frequency of contact with priority resellers and distributors.

What we are looking for in you

Bachelor’s level degree, preferably in a technology field
Experience in software or technology sales from the specified market
Fluency in English
An understanding of open source, Linux and Ubuntu
A self starter with a proven track record of achieving sales targets
Detail oriented with strong follow-up skills
Effective negotiating skills with ability to close sales
Excellent interpersonal and presentation skills (written and verbal)
Productive in a globally distributed team through self-discipline and self-motivation
Mature approach to long-term relationship development with customers
The ability to represent the company at external events
Start-up experience would be an advantage

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
- 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 tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence – in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
#LI-remote