Work with GSI partners across their sales cycles and sales organizations to promote Ubuntu-based solutions, reporting to the VP Global Alliances and Channels and owning market share and attach rate growth and executive engagement.
Build strategic partner relationships and deepen Ubuntu adoption within them.
Apply a deep understanding of the Linux and cloud software ecosystem and open source sales models.
Negotiate contracts and commercial terms.
Understand partner organizations and sales models, particularly GSIs.
Work with marketing, sales engineering and product management to meet targets and represent the partner's voice internally.
Lead executive interactions between partners and Canonical's leadership team.
Travel, sometimes internationally, up to 40% of the time.

Extensive experience in alliance or indirect sales management roles.
Extensive experience with OpenStack, virtualization, containers and other cloud technologies.
Ability to capture customer requirements, identify gaps and create opportunities.
Autonomous, disciplined and hands-on, with a strong drive to get things done.
Passion for Ubuntu products and Canonical's mission.
Comfort working in fast-paced, high-pressure environments with ambitious goals.
Excellent communication and presentation skills.

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Posted	10 Oct 2026
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Partner Sales Director - Global System Integrator (GSI)