[All remote jobs](https://jobicy.com/jobs.md)[![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)[Canonical](https://jobicy.com/company/canonical-ltd.md) # Channel Partner Sales Executive AI Summary Canonical is seeking a Channel Partner Sales Executive to grow business through reseller and distributor partners in an assigned territory. The role combines partner farming and new-business hunting, including recruiting partners, building joint go-to-market plans, supporting enablement, and managing channel pipeline. Candidates need technology sales experience, strong prospecting and negotiation skills, and familiarity with open-source, Linux, cloud, virtualization, and Ubuntu. This is a highly autonomous remote role within a globally distributed company, with annual growth quotas and potential customer-facing discovery and presentation work.[Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md), [Canada](https://jobicy.com/job-region/canada.md), [EMEA](https://jobicy.com/job-region/emea.md)+1 more, [LATAM](https://jobicy.com/job-region/latam.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished12 Nov 2026Apply before12 Dec 2026Listing views26Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. [Canonical](https://jobicy.com/company/canonical-ltd.md) 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.](https://canonical.com/careers/diversity/identity) #LI-remote Show more [Apply now >](https://jobicy.com/jobs/161648-channel-partner-sales-executive.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### 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. ## 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 position requires building and expanding a partner ecosystem while meeting annual growth quotas in a complex technical sales environment. Success depends on independent prospecting, strategic partner management, and the ability to communicate technical value to diverse stakeholders. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$110,000US market range (per year)$85k–$145k0$159.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base salary was disclosed. The yearly cadence is inferred from the full-time, quota-carrying technology sales role and the posting's references to annual compensation review and annual growth quotas. Estimated US-market base salary is USD 85,000-145,000 per year, with a midpoint of USD 110,000; commissions or performance bonuses may be additional. ## 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)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Reseller enablement](https://jobicy.com/jobs?search_keywords=Reseller%20enablement.md)[Distributor management](https://jobicy.com/jobs?search_keywords=Distributor%20management.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Prospecting](https://jobicy.com/jobs?search_keywords=Prospecting.md)[Sales negotiation](https://jobicy.com/jobs?search_keywords=Sales%20negotiation.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Cloud solutions](https://jobicy.com/jobs?search_keywords=Cloud%20solutions.md)[Open source software](https://jobicy.com/jobs?search_keywords=Open%20source%20software.md)[Linux](https://jobicy.com/jobs?search_keywords=Linux.md)[Ubuntu](https://jobicy.com/jobs?search_keywords=Ubuntu.md)[Sales presentations](https://jobicy.com/jobs?search_keywords=Sales%20presentations.md) Sample interview questionsHow would you identify and prioritize new reseller and distributor partners in an assigned territory?I would define the ideal partner profile based on market coverage, technical capability, customer base, cloud practice maturity, and alignment with Canonical's solutions. I would then use market research, my network, and targeted outreach to build a scored pipeline, prioritizing partners with both near-term opportunity and long-term strategic fit. Describe how you would create a joint go-to-market plan with a new channel partner. I would start with discovery of the partner's customer segments, sales motions, technical strengths, and growth goals. Together, we would define target accounts, use cases, enablement requirements, pipeline targets, ownership, campaign activities, and regular review milestones, then measure progress through shared pipeline and conversion metrics. How would you explain the value of Ubuntu and open-source solutions to a commercial partner? I would connect technical capabilities to business outcomes such as faster innovation, flexibility across cloud environments, reduced vendor lock-in, security maintenance, and reliable enterprise support. I would tailor the message to the partner's customer base and show where Canonical can help them create services revenue and differentiated solutions. How do you maintain momentum when managing a long partner sales cycle? I use a structured cadence of partner check-ins, clear next steps, documented account plans, and pipeline reviews. I also look for early enablement actions, customer discovery sessions, and joint campaigns that create measurable movement before a large opportunity closes. Tell us about a time you worked successfully in an unstructured environment. In an unstructured environment, I establish priorities around revenue impact, define a simple operating rhythm, and communicate progress consistently. I am proactive about resolving ambiguity by validating assumptions with stakeholders, tracking commitments, and adjusting the plan quickly when market feedback changes. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![Halter logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/fe337305-221.png) Halter Nov 12 New ### [Territory Manager (East Central Missouri)](https://jobicy.com/jobs/161704-territory-manager-east-central-missouri.md) About Halter At Halter, we’re on a mission to enable farmers and graziers to run the most productive and sustainable operations. Our customers are using Halter to break free from… * ![Horizon3.ai logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/0f27161cfbcc-221.webp) Horizon3.ai Nov 12 New ### [Senior Sales Engineer (SLED)](https://jobicy.com/jobs/161703-senior-sales-engineer-sled.md) Get to Know Us Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals… * ![Domino Data Lab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/2b7332248704-221.webp) Domino Data Lab Nov 12 New ### [Account Manager, Life Sciences](https://jobicy.com/jobs/161699-account-manager-life-sciences-2.md) Who we are At Domino, we build solutions that help the largest, highly regulated organizations adopt AI to accelerate mission-critical use cases. Our platform integrates a streamlined model and app… * ![Halter logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/fe337305-221.png) Halter Nov 12 New ### [Head of Sales, West](https://jobicy.com/jobs/161697-head-of-sales-west.md) About Halter At Halter, we’re on a mission to enable farmers and graziers to run the most productive and sustainable operations. Our customers are using Halter to break free from… * ![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png) Canonical Nov 12 New ### [Partner Sales Manager – IHV Alliances](https://jobicy.com/jobs/161692-partner-sales-manager-ihv-alliances.md) 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… * ![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png) Canonical Nov 12 New ### [Manager of Enterprise Open Source Sales Team](https://jobicy.com/jobs/161685-manager-of-enterprise-open-source-sales-team.md) Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors. We are profitable and growing our global enterprise sales… * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Nov 12 New ### [Commercial Account Executive – Mid-Market, Canada](https://jobicy.com/jobs/161664-commercial-account-executive-mid-market-canada.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50… * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Nov 12 New ### [Business Development Representative, SLED – West](https://jobicy.com/jobs/161654-business-development-representative-sled-west.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50… * ![Nearform logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/27931a3f46b1-221.webp) Nearform Nov 12 New ### [Director, Solutions Architecture & Pre-Sales](https://jobicy.com/jobs/161646-director-solutions-architecture-pre-sales.md) This is a permanent full-time remote opportunity for those based and authorised to work in Canada, focusing on candidates based in the Toronto area. At this time, we are unable… * ![Energy Exemplar logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/6aceab7de5ff-221.webp) Energy Exemplar Nov 12 New ### [Regional Sales Director – EMEA](https://jobicy.com/jobs/161644-regional-sales-director-emea.md) About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999… [Browse all jobs](https://jobicy.com/jobs.md)