Partner Sales Director Global System Integrator (GSI)

About Canonical

Canonical is a leading provider of open source software and operating systems for global enterprise and technology markets. The company's platform, Ubuntu, is utilized in enterprise initiatives including public cloud, data science, AI, engineering innovation, and IoT. Canonical serves leading public cloud and silicon providers, as well as industry leaders across various sectors. The company operates with a globally distributed team of over 1200 colleagues in more than 75 countries, with minimal office-based roles. Teams convene two to four times annually in various international locations for strategic alignment.

The Role: Partner Sales Director, Global System Integrator (GSI)

Canonical is seeking a Partner Sales Director to join its team in Riyadh, Saudi Arabia. This full-time role is critical to Canonical's growth plans over the next three years, focusing on engagement with Global System Integrators (GSIs). The Director will work closely with Canonical's GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities. The role also involves assisting GSIs in building long-term digital transformation platforms utilizing Ubuntu stacks and services.

Key Responsibilities

Reporting to the VP Global Alliances and Channels, the Partner Sales Director will:

• Build strategic relationships with partners at all levels and foster engagement with Ubuntu technology.
• Increase Canonical's market share and attach rate within GSI partnerships.
• Evangelize the partnership and lead business interactions from engineering to CxO levels.
• Own the strategy for sell-to, sell-through, and sell-with motions with GSIs.
• Organize and lead customer workshops, sales events, public presentations, and executive engagements.
• Negotiate contracts and commercial business terms.
• Collaborate with marketing, sales engineering, and product management to achieve targets, objectives, and represent the voice of the partner.
• Lead executive interlocks between partners and the Canonical leadership team.

Required Qualifications and Experience

Candidates for this role should possess 5-10 years of relevant experience and demonstrate:

• A deep understanding of the Linux and cloud software ecosystem, including open source selling models.
• A deep understanding of partner organizations and sales models, particularly with Global System Integrators.
• Ability to capture customer requirements, evaluate gaps, and identify and create opportunities.
• Passion for Ubuntu products and mission.
• Comfort working in fast-paced, high-pressure environments with ambitious achievement goals.
• Excellent communication and presentation skills.

Work Environment and Travel

This role is based in Riyadh, Riyadh, Saudi Arabia. The position requires the ability to travel, sometimes internationally, up to 40% of the time. Canonical operates as a global distributed collaboration, with most colleagues working remotely since its inception in 2004.