About this role.
Canonical is hiring a Senior Partner Sales Manager to build strategic relationships with Global System Integrators, driving Ubuntu-based solutions. The role requires deep expertise in Linux, cloud ecosystems, and open source sales models, with responsibilities including contract negotiation, executive engagement, and up to 40% travel. Ideal candidates have extensive experience in alliance or indirect sales, autonomy, and a passion for Ubuntu. Canonical offers a distributed work environment, performance bonuses, and a $2,000 learning budget. This role is pivotal in Canonical's growth plans with GSI partners over the next three years.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
4/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Senior Partner Sales Manager - Global System Integrator position at Canonical. With over [X] years of experience in alliance and indirect sales, I have a proven track record of building strategic relationships with GSI partners and driving revenue growth through Ubuntu and open source solutions. My deep understanding of Linux, cloud technologies, and OpenStack aligns perfectly with the requirements of this role.
Throughout my career, I have successfully negotiated complex contracts, led executive interlocks, and collaborated cross-functionally to deliver results. I thrive in fast-paced, autonomous environments and am passionate about Canonical's mission to advance open source computing. I am confident that my skills in partner engagement and strategic execution will contribute to Canonical's growth plans.
Thank you for considering my application. I look forward to the opportunity to discuss how I can drive success for Canonical and its GSI partners.
Sincerely,
[Your Name]
Sample interview questions
In my previous role, I managed partnerships with top-tier GSIs like Accenture and Deloitte. I aligned business strategies, co-developed go-to-market plans, and facilitated executive sponsorship. For example, I led a joint initiative that resulted in a 30% increase in attach rates for our cloud solutions within a year.
I approach negotiations with a win-win mindset, focusing on mutual value. For instance, when negotiating a multi-year agreement with a major GSI, I prioritized terms that ensured revenue commitments on both sides, while also including milestones for joint marketing and enablement. This balanced risk and reward, leading to a successful partnership.
I regularly use my Linux expertise to demonstrate how Ubuntu stacks reduce costs and increase agility for enterprises. For example, I conducted a workshop for a GSI's client where I mapped their legacy infrastructure to an open source solution, resulting in a $2M deal and long-term support contract.
I prioritize using CRM tools and regular syncs with internal teams to track progress. I also plan trips to maximize face-to-face time during key milestones. For example, I'd align quarterly business reviews with partner events, ensuring efficiency. Staying organized and proactive helps me maintain high performance.
I tailor my message to their business priorities, such as digital transformation or cost optimization. I use case studies and ROI analyses to illustrate Ubuntu's impact. For instance, I presented to a CTO showing how Ubuntu AI/ML capabilities reduced time-to-market by 40%, which secured executive buy-in for a pilot.
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.
Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Senior Partner Sales Manager to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services.
Working the the Partner Sales Director in their geographic region, the Senior Partner Sales Manager will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.
The role entails
- Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
- Deep understanding of Linux and cloud software ecosystem, and open source selling models
- Negotiate contracts and commercial business terms
- Deep understanding of partner organizations and sales models, in particular with Global System Integrators
- Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
- Lead executive interlocks between partners and Canonical leadership team
- Ability to travel – sometimes internationally – up to 40% of the time
What we are looking for in you
- Extensive experience in alliance or indirect sales management roles
- Extensive experience with OpenStack, virtualization, containers and other Cloud technologies.
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with ambitious achievement goals
- Excellent communication and presentation skills
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 recognize 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
- Team Member Assistance Program & Wellness Platform
- 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 our 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.
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