Source Enterprise Sales​/Alliances

Open Source Enterprise Sales / Alliances

Join Canonical’s Open Source Enterprise Sales / Alliances team. 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. The company is founder‑led, profitable and growing, with 1200+ colleagues in 75+ countries and very few office‑based roles.

As we continue to grow we are looking to hire Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals.

Our Alliances Sales Directors own a book of business that helps Canonical work with 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 as you demonstrate thought leadership and practical skills.

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

Location: Remote opportunities available globally.

• Advancing a deep understanding of the 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 sales engagements
• Growing customer 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
• Leading executive interlocks between partners/customers and Canonical’s leadership team

• Track record of achieving revenue‑outstanding results in the technology field
• Experience with Linux and open source
• Exceptional academic track record from high school and university or a compelling alternative narrative
• Undergraduate degree in a technical subject or an alternative compelling narrative
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Leadership and commitment to skill development and mentorship
• Passion for technology evidenced by personal projects and initiatives
• Strong 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 organization
• Thoughtfulness and self‑motivation with result‑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 regularly to meet clients and partners as required

• Distributed work environment with twice‑yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Program including Health and Wellness…