Senior Partner Sales Manager - Global System Integrator (GSI)

Role Overview

Canonical is hiring a Senior Partner Sales Manager (Global System Integrator / GSI) to drive Ubuntu-based solutions through Canonical’s global SI partners. You will work closely with GSI partners across their sales cycles and sales organizations, increasing market share and attach rate while helping partners build long-term digital transformation platforms powered by Ubuntu stacks and services.

Responsibilities

• Build and maintain trusted partner relationships across partner organizations and leadership levels.
• Work with the Partner Sales Director in your geographic region to facilitate Ubuntu opportunities.
• Evangelize the GSI partnership and lead business interactions from engineering through CxO level.
• Lead business motion activities such as:
  • customer workshops tied to specific initiatives
  • sales events and public presentations
  • executive engagements coordinated with Canonical leadership
• Negotiate contracts and commercial business terms.
• Collaborate with marketing, sales engineering, and product management to deliver targets and provide the partner voice.
• Create and drive stickiness with Ubuntu technology.
• Serve as a connector through executive interlocks between partners and Canonical leadership.
• Travel up to 40% (sometimes internationally).

Requirements

• Extensive experience in alliance or indirect sales management.
• Deep understanding of Linux and the cloud software ecosystem, including open source selling models.
• Experience selling in areas such as OpenStack, virtualization, containers, and other cloud technologies.
• Ability to capture customer requirements, identify gaps, and create new opportunities.
• Autonomous, disciplined, hands-on “get-it-done” mindset.
• Strong communication and presentation skills; comfortable operating in fast-paced, high-pressure environments.
• Passion for Ubuntu products and Canonical’s mission.

Nice-to-Haves

• Strong understanding of GSI partner organizations and sales models (explicitly called out as a focus area).