Channel Partner Sales Executive

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 widely adopted in enterprise initiatives such as 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 Role: Channel Partner Sales Executive

Canonical is expanding its channel sales team to meet increasing demand from channel partners. This full-time role, based in Riyadh, Riyadh, involves leveraging partner expertise and connections to deliver open source technology to organizations across multiple industries. The Channel Partner Sales Executive will be responsible for achieving assigned annual growth quotas, combining both farming and hunting capabilities.

Key Responsibilities

• Develop and execute the channel strategy for distributors and resellers within the assigned territory.
• Increase awareness of Canonical as a key player in Open Source and Cloud (Private, Hybrid, Multi, and Public models).
• Identify and recruit new potential partners in the assigned territory.
• Leverage personal networks and prospecting skills to engage new partners and build upon existing relationships.
• Guide partners through onboarding and enablement processes.
• Develop mutually beneficial go-to-market plans and commitments with partners.
• Arrange and execute sales and pre-sales training for resellers.
• Drive and manage the channel pipeline through recurring partner interactions.
• Support partner satisfaction and act as a trusted advisor and point of contact.
• Maintain regular contact with priority resellers and distributors.

Candidate Profile

The successful candidate will identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory. This individual must be comfortable owning and leading initiatives in an unstructured, startup-like environment. The role requires the ability to sell open source, cloud, virtualization, and technical software solutions. While primarily focused on channel partners, the candidate must also be capable of conducting initial customer discovery calls and presentations as needed.

Work Environment

Canonical operates as a pioneer of global distributed collaboration, with over 1200 colleagues across more than 75 countries and a limited number of office-based roles. Teams typically meet two to four times annually in person at various international locations for strategy and execution alignment.