About this role.
Canonical, the publisher of Ubuntu, is seeking a Partner Sales Director to manage relationships with Global System Integrators (GSIs). This role involves driving sales cycles, negotiating contracts, and evangelizing Ubuntu-based solutions. The ideal candidate has extensive alliance sales experience and deep knowledge of cloud technologies like OpenStack and containers. The position offers a distributed work environment with global travel up to 40% and a performance-driven compensation package including a $2,000 annual learning budget.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Team,
I am writing to express my strong interest in the Partner Sales Director - GSI position at Canonical. With over a decade of experience in alliance sales and a deep understanding of open source ecosystems, I have successfully built strategic partnerships with global system integrators, driving multi-million dollar revenue growth. My expertise in cloud technologies like OpenStack and containers, combined with a proven track record of negotiating complex contracts, aligns perfectly with your requirements.
At my previous role, I led cross-functional teams to develop go-to-market strategies that increased partner attach rates by 30% year-over-year. I am particularly drawn to Canonical's mission to advance open source software and would be thrilled to contribute to Ubuntu's expansion within GSIs. I am comfortable in fast-paced environments and possess the autonomy and communication skills to excel in a distributed team.
I look forward to the opportunity to discuss how my background can support Canonical's ambitious goals. Thank you for your consideration.
Sincerely,
[Your Name]
Sample interview questions
I have managed relationships with top GSIs like Accenture and Deloitte, leading joint sales initiatives that resulted in over $50M in pipeline. I focused on aligning our technology with their digital transformation offerings, creating co-branded solutions, and enabling their sales teams through training and incentives.
I start by understanding the partner's business model and mutual value drivers. I prioritize transparency and aim for win-win outcomes, using data to justify terms. I also involve legal and finance early to ensure compliance while maintaining flexibility.
I continuously learn through certifications and hands-on labs. In a previous role, I leveraged my understanding of OpenStack to architect a solution for a telecom client, which led to a $10M deal. I can articulate technical value to both technical and non-technical stakeholders.
I prioritize clear communication, regular check-ins, and use collaborative tools. I also make an effort to build personal connections through virtual coffee chats and during in-person sprints. In my last remote role, I led a cross-continental team to exceed targets by focusing on alignment and accountability.
In a previous quarter, we faced a shortfall of 40% against target. I re-prioritized key accounts, mobilized resources, and personally engaged with top prospects. By focusing on quick wins and leveraging executive sponsors, we closed the gap to 10% and set up a strong pipeline for the next quarter.
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 Partner Sales Director 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.
Reporting to the VP Global Alliances and Channels, the Partner Sales Director 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 own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations and executive engagements.
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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