About Canonical

Canonical is the company behind Ubuntu, the world's leading open source operating system powering enterprise innovation worldwide. As a pioneer in open source software, Canonical delivers Ubuntu and related platforms to global leaders in public cloud, data science, AI, engineering, and IoT. Our customers include top public cloud providers, silicon manufacturers, and industry giants across sectors. With over 1200 colleagues in 75+ countries, Canonical embodies a fully distributed, remote-first culture. Teams collaborate virtually daily and meet in person 2-4 times a year in exciting global locations to align on strategy and execution. Founder-led and profitable, Canonical is rapidly expanding to meet surging demand for open source solutions.

Role Overview

The Channel Partner Sales Executive, Japan position is a strategic role within Canonical's growing APAC channel sales team. Reporting to the Director of APAC Channel Sales, this home-based role focuses on Japan territory. It combines hunting new partners with farming existing relationships to achieve annual growth quotas. You'll prospect resellers and distributors, build partnerships, and drive Canonical's Ubuntu and open source portfolio into diverse industries. Comfortable in a startup-like environment, you'll sell complex solutions in cloud, virtualization, and technical software while supporting initial customer discovery as needed. This is an opportunity to leverage Japan's tech ecosystem for global open source adoption.

Key Responsibilities

• Develop and execute tailored channel strategies for distributors and resellers in Japan.
• Increase awareness of Canonical as the leader in open source and multi-cloud models (private, hybrid, multi, public).
• Identify, prospect, and recruit high-potential new partners using personal networks and skills.
• Leverage existing relationships to expand Canonical's partner ecosystem.
• Guide partners through seamless onboarding, enablement, and sales training programs.
• Create mutually beneficial go-to-market plans and secure partner commitments.
• Arrange and deliver sales and pre-sales trainings for reseller teams.
• Drive and manage channel sales pipeline via consistent partner engagement.
• Act as trusted advisor, ensuring partner satisfaction and regular contact with priority accounts.

Qualifications & Requirements

Canonical seeks proven performers for this role:

• Bachelor's degree, ideally in a technology-related field.
• Demonstrated experience in software or technology sales within the Japanese market.
• Full fluency in English for global collaboration.
• Solid understanding of open source software, Linux, and Ubuntu ecosystems.
• Self-starter with a verifiable track record of hitting and exceeding sales targets.
• Detail-oriented with exceptional follow-up and organizational skills.
• Strong negotiation abilities and proven deal-closing expertise.
• Outstanding interpersonal, written, and verbal presentation skills.

Experience in channel sales, partner management, or enterprise tech solutions is highly valued. Comfort with unstructured environments and technical sales cycles is essential.

Benefits & Perks

Joining Canonical means embracing a premium remote-first lifestyle:

• 100% home-based in Japan with flexible APAC hours.
• Competitive compensation reflecting tech sector standards.
• Work in a profitable, founder-led company with strong growth trajectory.
• Global team events in inspiring locations 2-4 times annually.
• Access to cutting-edge open source projects shaping cloud, AI, and IoT.
• Comprehensive professional development in a collaborative culture.

Career Growth

Canonical invests in talent through rapid promotion paths, skill-building, and exposure to enterprise-scale challenges. Excel in this role to advance into senior channel leadership, APAC sales management, or global partner strategy positions. Our distributed model fosters autonomy and visibility, with mentorship from industry veterans. Contribute to Ubuntu's evolution while building a career at the forefront of open source innovation.

Why Join Canonical

Canonical stands out for its unique blend of stability and agility. As the force behind Ubuntu, you'll impact millions of servers, clouds, and devices daily. Our remote-first ethos eliminates commutes, enabling work-life balance across time zones. In Japan, you'll tap into booming demand for open source in hyperscale computing and edge technologies. Be part of a diverse, high-performing team driving real-world change in public cloud, silicon design, and beyond. Canonical's growth offers unmatched opportunities in a thriving open source leader.

Role FAQs

Q: Is this role fully remote? Yes, home-based in Japan with APAC focus and occasional global travel for team events.

Q: What sales experience is required? Proven track record in software/tech sales, ideally channel-focused in Japan.

Q: Do I need Japanese language skills? English fluency is required; Japanese is advantageous for local partners but not specified.

Q: How does Canonical support channel partners? Through onboarding, trainings, GTM planning, and dedicated pipeline management.

Q: What's the company culture like? Startup-energy in a profitable, distributed global team emphasizing autonomy and results.