Job Description
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 breakthrough initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include 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.
We are growing our 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 Channel Sales Executive 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.
* 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 existing 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 regularity/frequency of contact with priority resellers and distributors.
This role entails developing and executing a channel strategy that drives revenue growth and builds strong partnerships with distributors and resellers. It also involves increasing awareness of Canonical's products and services among key stakeholders and identifying new business opportunities.
Requirements
To succeed in this role, you will need:
* 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
Benefits
We offer a range of benefits to support your career and well-being, including:
* Distributed work environment with twice-yearly team sprints in person
* Personal learning and development budget of USD 2000 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
About Us
Canonical is a pioneering tech firm at the forefront of the global move to open source. We are changing the world of software by publishing Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud. We recruit on a global basis and set a high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do.