Channel Partner Sales Executive, UKI

Channel Partner Sales Executive, UKI

Canonical is a leading provider of open-source software and operating systems, powering enterprise initiatives in public cloud, data science, AI, IoT, and more. As the company behind Ubuntu, we are at the forefront of global innovation. We are a globally distributed company with over 1200 colleagues in more than 75 countries, embracing a remote-first work environment with opportunities for in-person collaboration twice a year. Canonical is founder-led, profitable, and experiencing significant growth.

We are expanding our channel sales team to meet the increasing demand for open-source technology. This role requires a blend of strategic relationship building and proactive business development to drive Canonical's growth through our channel partners.

About the Role

The Channel Partner Sales Executive will be responsible for developing and executing channel strategies for distributors and resellers within the UKI territory. You will focus on increasing awareness of Canonical's leadership in Open Source and Cloud technologies, identifying and recruiting new partners, and nurturing existing relationships. This role involves both strategic planning and hands-on execution, including customer discovery calls and presentations when necessary.

Key Responsibilities

• Develop and execute channel strategy for distributors and resellers within the assigned territory.
• Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models).
• Identify and recruit new potential partners in the assigned territory.
• Leverage personal network and prospecting skills to engage new partners and build on existing relationships.
• Guide partners through onboarding and enablement processes.
• Develop mutually beneficial go-to-market plans and commitments with partners.
• Arrange and execute sales and pre-sales training for resellers.
• Drive and manage channel pipeline through regular partner interactions.
• Support partner satisfaction and act as a trusted advisor and point of contact.
• Maintain regular contact with priority resellers and distributors.
• Achieve assigned annual growth quotas.

Requirements

• Bachelor's degree, preferably in a technology field.
• Experience in software or technology sales within the specified market.
• Fluency in English.
• Understanding of open source, Linux, and Ubuntu.
• Proven track record of achieving sales targets.
• Strong attention to detail and follow-up skills.
• Effective negotiation and closing skills.
• Excellent interpersonal and presentation skills (written and verbal).
• Ability to work productively in a globally distributed team through self-discipline and self-motivation.
• Mature approach to long-term relationship development.
• Ability to represent the company at external events.
• Start-up experience is an advantage.

What We Offer Colleagues

• A remote-first work environment with twice-yearly in-person team sprints in interesting global locations.
• Compensation is shaped by geographical location, experience, and performance, with annual reviews.
• Performance-driven annual bonus or commission.
• A personal learning and development budget of USD 2,000 per year.
• Additional benefits that reflect our values and ideals, balanced to meet local needs and ensure global fairness.
• Annual holiday leave.
• Maternity and paternity leave.
• Employee Assistance Programme.
• Opportunities to travel to new locations to meet colleagues.
• Priority Pass and travel upgrades for long-haul company events.

Canonical is an equal opportunity employer committed to fostering a workplace free from discrimination. We value diversity of experience, perspectives, and background.