[All remote jobs](https://jobicy.com/jobs.md)Open role[![Canonical Ltd. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)Remote opportunity at[Canonical Ltd.](https://jobicy.com/company/canonical-ltd.md) # Partner Sales Executive, ANZ Channel Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)Share9 Aug 2026Published73Listing views6Application actions9 Sep 2026Apply before Opportunity details ## About this role. AI SummaryCanonical seeks a Partner Sales Executive for the ANZ channel to drive growth through reseller and distributor partnerships. The role blends hunting new partners and farming existing relationships, focusing on open source and cloud solutions. Based in Australia or New Zealand, the position thrives in a remote-first, globally distributed environment. The ideal candidate is a self-starter with proven sales achievement and deep knowledge of Linux/Ubuntu. This quota-carrying role reports to the Director, APAC Channel Sales. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role requires a demanding mix of hunting and farming skills, quota achievement, and navigating an unstructured, startup-like environment. Additionally, it demands technical knowledge of open source and cloud, making it challenging for candidates without a strong sales and tech background. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$120,000US market range$85k–$170k0$187k AI insightThe offered salary is competitive for a channel sales role in the US market, with base pay typically ranging from $85,000 to $170,000. Given the performance-driven commission and bonus structure, total on-target earnings can significantly exceed the base. Canonical adjusts compensation based on location and experience, which aligns with industry standards for distributed teams. ## Core skills Skills and capabilities most closely associated with this opportunity. [Channel Sales](https://jobicy.com/jobs?search_keywords=Channel%20Sales.md)[Partner Management](https://jobicy.com/jobs?search_keywords=Partner%20Management.md)[Open Source](https://jobicy.com/jobs?search_keywords=Open%20Source.md)[Linux/Ubuntu](https://jobicy.com/jobs?search_keywords=LinuxUbuntu.md)[Cloud Computing](https://jobicy.com/jobs?search_keywords=Cloud%20Computing.md)[Sales Strategy](https://jobicy.com/jobs?search_keywords=Sales%20Strategy.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[Account Management](https://jobicy.com/jobs?search_keywords=Account%20Management.md)[Go-to-Market](https://jobicy.com/jobs?search_keywords=Go-to-Market.md) Cover letter sampleDear Hiring Manager, I am excited to apply for the Partner Sales Executive, ANZ Channel role at Canonical. With a proven track record in technology sales and channel development, I have successfully built and managed reseller and distributor partnerships that drive revenue growth. My expertise in open source and cloud solutions, combined with a self-starter approach in remote environments, makes me a strong fit for this position. I am particularly drawn to Canonical's mission of making open source accessible to global enterprises. I look forward to contributing to your channel expansion in the ANZ region. Sincerely, [Your Name] Copy Sample interview questionsHow would you approach developing a channel strategy for a new territory?I would start by researching the market to identify key resellers and distributors, then segment them based on potential. I'd prioritize partners aligning with our solutions, and create a go-to-market plan with clear targets and enablement programs. Can you describe a time you turned a challenging partner relationship into a successful one? I once inherited a partner with declining sales. I scheduled regular check-ins, identified their training gaps, and provided tailored sales enablement. Over two quarters, their pipeline grew by 40%, and they became a top-performing partner. How do you balance hunting new partners and farming existing ones? I allocate my time based on revenue potential, using a structured approach. I dedicate specific blocks for prospecting while ensuring priority partners receive consistent attention through a cadence of meetings and reviews. What experience do you have with open source or Linux selling? I have sold Linux-based solutions to enterprise clients, focusing on the benefits of open source like cost savings and flexibility. I also have technical understanding of Ubuntu and cloud virtualization, which helps me articulate value to partners. This role involves working in a globally distributed team. How do you stay self-motivated? I set clear daily and weekly goals and track my accomplishments. I also make an effort to connect virtually with colleagues, seeking feedback and collaborating on strategies to maintain engagement and alignment. 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 Partner Sales Executive, ANZ Channel will report to the Director, APAC Channel Sales and 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. Location: Australia or New Zealand ## 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.](https://canonical.com/careers/diversity/identity) #LI-remote Show more [Apply now >](https://jobicy.com/jobs/150358-partner-sales-executive-anz-channel.md) > Annual salary information is not provided for this position. 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