Senior Partner Sales Manager Global System Integrator (GSI)

About Canonical

Canonical is a leading provider of open-source software and operating systems to global enterprise and technology markets. The company publishes Ubuntu, a widely used platform in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Canonical operates with a global distributed collaboration model, employing over 1200 colleagues in more than 75 countries. The company is founder-led, profitable, and growing.

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

Canonical is seeking a Senior Partner Sales Manager, Global System Integrator (GSI) to join its team in Riyadh, Saudi Arabia. This full-time role is critical to Canonical's growth plans, focusing on collaboration with GSI partners. The successful candidate will work closely with 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 using Ubuntu stacks and services.

Key Responsibilities

• Build strategic relationships with partners at all levels and foster engagement with Ubuntu technology.
• Negotiate contracts and commercial business terms with partners.
• Collaborate with marketing, sales engineering, and product management to achieve targets and objectives, acting as a voice for partners.
• Lead executive interlocks between partners and the Canonical leadership team.
• Increase Canonical's market share and attach rate within partner engagements.
• Evangelize the partnership and lead business interactions from engineering to CxO level.
• Conduct customer workshops focused on specific initiatives.
• Attend sales events, deliver public presentations, and participate in executive engagements as coordinated by the Senior Director.

Required Qualifications and Experience

• 5-10 years of relevant experience.
• Deep understanding of the Linux and cloud software ecosystem.
• Knowledge of open-source selling models.
• Deep understanding of partner organizations and sales models, particularly with Global System Integrators.
• Ability to travel, sometimes internationally, up to 40% of the time.

Compensation and Benefits

Canonical considers geographical location, experience, and performance in shaping compensation globally. Compensation is reviewed annually to recognize performance. In addition to base pay, the company offers a performance-driven annual bonus or commission. Additional benefits are provided to all team members, designed to meet local needs and ensure global fairness.

Work Environment and Culture

Canonical operates with a remote-first approach, with most colleagues working from home since its inception in 2004. Teams meet two to four times annually in person at various international locations for strategy and execution alignment. Canonical is an equal opportunity employer committed to fostering a workplace free from discrimination, valuing diversity of experience, perspectives, and background.