Grow Canonical's channel sales in an assigned territory by identifying, recruiting and managing reseller and distributor partners, combining farming existing accounts with hunting new ones against annual growth quotas.
Develop and execute a channel strategy for distributors and resellers in the territory.
Raise awareness of Canonical as a leading player in open source and cloud (private, hybrid, multi and public).
Find and recruit new partners.
Build relationships with partners, including through existing Canonical relationships.
Guide partners through onboarding and enablement.
Create mutually beneficial go-to-market plans and commitments with partners.
Arrange and run sales and pre-sales training for resellers.
Manage the channel pipeline through regular partner contact.
Act as a trusted advisor and point of contact to keep partners satisfied.
Keep a regular contact cadence with priority resellers and distributors.
Join initial customer discovery calls and presentations when needed.
Requirements
Bachelor's-level degree, preferably in a technology field.
Experience in software or technology sales in the specified market.
Experience selling open source, cloud, virtualization and technical software.
Fluent English.
Understanding of open source, Linux and Ubuntu.
Self-starter with a record of meeting sales targets.
Detail-oriented, with strong follow-up.
Effective negotiation skills and the ability to close deals.
Strong interpersonal and presentation skills, written and verbal.
Self-disciplined and self-motivated, able to work in a globally distributed team.
Mature approach to long-term customer relationships.
Ability to represent the company at external events.
Startup experience would be an advantage.
Done for you
We'll apply to this for you
Denidel's HR team submits and tracks the application on your behalf.
