About this role.
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
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
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.
Sample interview questions
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.
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.
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%.
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.
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
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
Upload your resume now
- To unlock remote work opportunities and be discovered by global employers.
This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.
