Source Enterprise Sales​/Alliances

Canonical Cape Town, Western Cape, South Africa

This is a general track role, hiring for opportunities across all levels of seniority in our Sales and Alliances teams. Apply if you possess outstanding revenue generating experience from the technology industry.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world’s leading public cloud and silicon providers, and industry leaders in many sectors. Canonical is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office‑based roles.

Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder‑led, profitable and growing. As we continue to expand, we are hiring both Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals.

Alliances Sales Directors own a book of business helping to enable Canonical to work with its go‑to‑market partners, hardware vendors, software vendors, solutions integrators, distributors and channels. With a fast‑growing channel business, GSI/SI and hardware partners, we need to enable, manage and grow business opportunities and drive market expansion alongside revenue growth. Reporting to the Alliances leadership, you will work with direct sales, marketing, product, customer success, finance, legal and support teams, demonstrating thought leadership, practical skills, and applying your knowledge and experience to help us grow in this critical area.

Enterprise Sales Executives own the relationships with our direct customers and are responsible for maintaining and growing relationships that result in mutually beneficial engagements. They help craft solutions that enable our customers to be more efficient, solve more complex problems and walk the path with the customer to get the best possible results.

Location: Remote opportunities available globally.

• Advancing a deep understanding of Linux and cloud software ecosystem, and open source selling models
• Experience with negotiating contracts and commercial business terms
• Building and expanding strategic relationships
• Building and owning the strategy and development of the sales engagements
• Growing customers’ awareness of open source capabilities on Canonical Ubuntu
• Delivering on targets, objectives and providing a voice of the partner and/or customer
• Travelling domestically and internationally to drive partnerships in person
• Aligning and supporting internal field teams to identify, support, grow and transact
• Working closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner and/or customer
• Leading executive interlocks between partners/customers and our own leadership team

• Track record of going above‑and‑beyond expectations to achieve revenue outstanding results in the technology field
• Experience with Linux and open source
• Exceptional academic track record from high school and university, regardless of seniority of current position
• Undergraduate degree in a technical subject or a compelling narrative about an alternative path
• Confidence to respectfully speak up, exchange feedback and share ideas without hesitation
• Leadership and commitment to skills development and mentorship
• Passion for technology evidenced by personal projects and initiatives
• The work ethic and confidence to shine alongside motivated colleagues
• Professional written and spoken English with excellent presentation skills
• Excellent interpersonal skills, curiosity, flexibility and accountability
• Appreciative of diversity, polite and effective in a multi‑cultural, multi‑national organisation
• Thoughtfulness and self‑motivation with results‑orientated mindset and a high level of personal drive to meet commitments
• Ability to travel internationally twice a year for company events up to two weeks long and more…