Source Enterprise Sales​/Alliances

This is a general track role, hiring for opportunities across all levels of seniority in our Sales and Alliances teams. Apply if you believe 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. The company is a pioneer of global distributed collaboration, with 1,200+ 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 grow we are looking to hire both Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals.

Own a book of business helping to enable Canonical to work with its go‑to‑market partners, hardware vendors, software vendors, solutions integrators and 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. Report to Alliances leadership, working with direct sales, marketing, product, customer success, finance, legal and support to demonstrate thought leadership, practical skills and knowledge to grow in this critical area.

Own the relationships with our direct customers and are responsible for maintaining and growing relationships that result in mutually beneficial engagements. Craft solutions that enable our customers to be more efficient, solve more complex problems and walk the path with the customer to achieve the best possible results. Report to Sales leadership, working across either a region or a vertical and bringing knowledge of previous customers.

We are committed to giving customers the most knowledgeable and competent partners in sales so that we can succeed together.

Location: Remote opportunities available globally.

• Advance deep understanding of Linux and cloud software ecosystem and open‑source selling models
• Negotiate contracts and commercial business terms
• Build and expand strategic relationships
• Own strategy and development of sales engagements
• Grow customer awareness of Open Source capabilities on Canonical Ubuntu
• Deliver on targets, objectives and provide a voice of the partner and/or customer
• Travel domestically and internationally to drive partnerships in person
• Align and support internal field teams to identify, support, grow and transact
• Work closely with Marketing, Sales Engineering and Product Management to deliver on targets and provide a voice of the partner and/or customer
• Lead 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 both high school and university, regardless of seniority of current position
• Undergraduate degree in a technical subject or a compelling narrative about an alternative chosen path
• Confidence to 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
• 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 a results‑oriented mindset and a high level of personal drive to meet commitments
• Ability to travel internationally twice a year for…