Channel Partner Sales Executive at Canonical

Role Overview: Channel Partner Sales Executive - Worldwide Remote

Canonical, a leading provider of open source software and the publisher of Ubuntu, is expanding its channel sales team. We are seeking a Channel Partner Sales Executive to capitalize on growing demand from channel partners globally. This role combines both farming and hunting capabilities, focusing on identifying, prospecting, and engaging reseller and distributor partners to build relationships and grow Canonical’s business within your assigned territory. The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment and proficient in selling open source, cloud, virtualization, and technical software solutions. While primarily focused on channel partners, you should also be comfortable with initial customer discovery calls and presentations when necessary. This is a home-based, worldwide remote position.

About Canonical

Canonical is a pioneering tech firm at the forefront of the global movement towards open source. As the company behind Ubuntu, a critical platform for AI, IoT, and cloud technologies, we are actively shaping the future of software. Our diverse team of over 1200 colleagues spans 75+ countries, operating under a global distributed collaboration model with very few office-based roles. Teams gather two to four times annually for in-person sprints in engaging locations worldwide to align on strategy and execution. Canonical is founder-led, profitable, and growing rapidly, offering a dynamic environment where careers accelerate, innovation flourishes, and every voice is valued.

The Role Entails

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

What We Are Looking For In You

• Bachelor's level degree, preferably in a technology field.
• Experience in software or technology sales from the specified market.
• Fluency in English.
• A solid 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 the 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.
• Start-up experience would be an advantage.

What We Offer Colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide, revisiting it annually (and more often for graduates and associates) to recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits that reflect our values and ideals, balancing our programs to meet local needs and ensure global fairness.

• Distributed work environment with twice-yearly team sprints in person (Company Retreats).
• Personal learning and development budget of USD 2,000 per year (Learning Budget).
• Annual compensation review.
• Recognition rewards.
• Annual holiday leave.
• Maternity and paternity leave (Paid Parental Leave).
• Employee Assistance Programme.
• Opportunity to travel to new locations to meet colleagues.
• Priority Pass, and travel upgrades for long haul company events.

Canonical is an Equal Opportunity Employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.