Strategic Partnership Director
hace 1 semana
**About Canonical**
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.
**Our Company Culture**
We are a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ 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.
**Our Growth Plans**
The company is founder-led, profitable, and growing. Global System Integrators (GSI) play a crucial role in Canonical's growth plans in the coming 3 years. We are hiring a Strategic Partnership Director to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, as well as help GSI build long-term digital transformation platforms with Ubuntu stacks and services.
**Key Responsibilities**
Reporting to the VP Global Alliances and Channels, the Strategic Partnership Director will be responsible for building trusted relationships with partners, increasing Canonical's market share and attach rate, evangelizing about the partnership, and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through, and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations, and executive engagements.
**Key Accountabilities**
• Build strategic relationships with partners at all levels, and stickiness with Ubuntu technology.
• Deep understanding of Linux and cloud software ecosystem, and open source selling models.
• Negotiate contracts and commercial business terms.
• Deep understanding of partner organizations and sales models, in particular with Global System Integrators.
• Work closely with marketing, sales engineering, and product management to deliver on targets, objectives, and provide a voice of the partner.
• Lead executive interlocks between partners and Canonical leadership team.
• Ability to travel - sometimes internationally - up to 40% of the time.
**Requirements**
We are looking for a highly experienced and skilled individual with:
• Extensive experience in alliance or indirect sales management roles.
• Extensive experience with OpenStack, virtualization, containers, and other Cloud technologies.
• Autonomous, disciplined, hands-on, get-it-done mentality.
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities.
• Passionate about Ubuntu products and mission.
• Comfortable in fast-paced and high-pressure environments with ambitious achievement goals.
• Excellent communication and presentation skills.
**What We Offer**
We consider geographical location, experience, and performance in shaping compensation worldwide.
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