Join to apply for the Partner Sales Executive, ANZ role at Canonical.
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers, along with industry leaders across various sectors. We are a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times annually in interesting locations worldwide to align on strategy and execution.
The company is founder-led, profitable, and growing.
We are expanding our channel sales team to meet increasing demand from channel partners, leveraging their expertise to bring open source technology to diverse organizations.
The Partner Sales Executive, ANZ will report to the Director, APAC Channel Sales, and will be responsible for both farming and hunting activities to achieve annual growth quotas. The role involves identifying, prospecting, and engaging reseller and distributor partners to grow Canonical’s business within the territory. The candidate should be comfortable leading initiatives in a startup-like environment and selling open source, cloud, virtualization, and technical software solutions. While primarily focused on channel partners, the role also involves initial customer discovery calls and presentations as needed.
Location: Australia or New Zealand
Responsibilities:
1. Develop and execute channel strategies for distributors and resellers in the territory.
2. Increase awareness of Canonical in Open Source and Cloud (Private, Hybrid, Multi, Public).
3. Identify and recruit current potential partners.
4. Leverage networks and prospecting skills to engage and build relationships.
5. Guide partners through onboarding and enablement.
6. Develop mutually beneficial go-to-market plans with partners.
7. Conduct sales and pre-sales training for resellers.
8. Manage channel pipeline through ongoing partner interactions.
9. Support partner satisfaction and act as a trusted advisor.
10. Maintain regular contact with key resellers and distributors.
Qualifications:
1. Bachelor's degree, preferably in a tech field.
2. Experience in software/technology sales.
3. Fluency in English.
4. Understanding of open source, Linux, Ubuntu.
5. Proven sales achievement and self-starting attitude.
6. Strong follow-up, negotiation, and interpersonal skills.
7. Ability to work independently in a distributed team.
8. Experience in building long-term customer relationships.
9. Ability to represent the company externally.
10. Start-up experience is a plus.
What We Offer:
- Global, performance-based compensation with annual reviews.
- Distributed work environment with biannual in-person team sprints.
- USD 2,000 annual learning and development budget.
- Recognition rewards, annual leave, parental leave, Employee Assistance Program.
- Travel opportunities and event participation benefits.
About Canonical:
Canonical pioneers open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, uphold high standards, and foster a remote-first culture since 2004. Working here challenges you to think differently and grow professionally.
We are an equal opportunity employer, committed to diversity and inclusion, and value all backgrounds and experiences.
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