About Canonical

Canonical is a pioneering technology company at the forefront of the global shift to open source software. As the publisher of Ubuntu, the world's leading Linux distribution, Canonical powers breakthrough enterprise initiatives in public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud providers, silicon manufacturers, and industry leaders across sectors. With over 1200 colleagues in 75+ countries, Canonical embodies a founder-led, profitable, and rapidly growing organization. We've been remote-first since 2004, fostering global distributed collaboration with team sprints in exciting locations two to four times a year.

Role Overview

The Partner Sales Director - Global System Integrator (GSI) role is pivotal to Canonical's growth strategy over the next three years. Reporting to the VP of Global Alliances and Channels, you will work closely with GSI partners throughout their sales cycles to drive Ubuntu-based solutions. This position focuses on building long-term digital transformation platforms using Ubuntu stacks and services, owning sell-to, sell-through, and sell-with motions. Expect up to 40% travel, including international trips, for workshops, sales events, and executive engagements.

Key Responsibilities

• Build strategic, trusted relationships with GSI partners from engineers to CxO levels, ensuring deep stickiness with Ubuntu technology.
• Leverage deep understanding of Linux, cloud software ecosystems, and open source selling models to identify opportunities.
• Negotiate contracts and commercial terms to maximize Canonical's market share and attach rates.
• Lead executive interlocks between partners and Canonical's leadership team.
• Collaborate with marketing, sales engineering, and product management to meet targets and represent the partner's voice.
• Evangelize the partnership through customer workshops, public presentations, sales events, and high-level business interactions.

Daily Impact

In this role, you'll animate partner sales organizations, facilitate Ubuntu opportunities, and drive revenue growth in a fast-paced environment centered on open source innovation.

Qualifications & Requirements

• Extensive experience in alliance or indirect sales management roles, particularly with Global System Integrators.
• Proven expertise in OpenStack, virtualization, containers, and other cloud technologies.
• Autonomous, disciplined, hands-on mentality with a get-it-done approach.
• Strong ability to capture customer requirements, evaluate gaps, and create opportunities.
• Passion for Ubuntu products and Canonical's open source mission.
• Excellent communication, presentation skills, and comfort in high-pressure settings with ambitious goals.
• Deep knowledge of partner organizations and sales models.

Ideal Candidate Profile

We're seeking a seasoned sales leader who thrives in remote, global teams and is excited about Ubuntu's role in enterprise cloud and AI transformations.

Benefits & Perks

• Fully distributed work environment with twice-yearly in-person team sprints in global locations.
• USD 2,000 personal learning and development budget annually.
• Performance-driven annual bonus or commission, plus annual compensation reviews.
• Recognition rewards, annual holiday leave, maternity, and paternity leave.
• Team Member Assistance Program and Wellness Platform.
• Travel perks including Priority Pass and upgrades for long-haul company events.

Compensation is tailored to location, experience, and performance, ensuring global fairness with frequent reviews for top performers.

Career Growth

At Canonical, career progression is merit-based in a high-standards environment. Excel in this role to advance into VP-level alliances leadership or broader sales strategy positions. Our remote-first culture supports continuous learning, with access to cutting-edge open source projects and global networks. Many colleagues have grown from individual contributors to executives since our 2004 inception.

Why Join Canonical

Joining Canonical means stepping into the future of software. Ubuntu is the platform for AI, IoT, and cloud, used by the world's innovators. Work with a diverse, excellent team in a discrimination-free, equal opportunity workplace. Our remote model offers flexibility, while sprints build lasting connections. Be part of changing the world through open source, with challenges that sharpen your skills and raise your game.

Role FAQs

Is this role fully remote?

Yes, it's home-based worldwide, with up to 40% travel for key engagements.

What travel is involved?

Up to 40%, sometimes international, for workshops, events, and executive meetings.

Do I need specific tech experience?

Yes, extensive hands-on with OpenStack, containers, virtualization, and cloud ecosystems.

How is compensation structured?

Competitive base, performance bonus/commission, annual reviews, and global benefits.

What's the company culture like?

Remote-first, high-performance, open source-driven, with biannual global sprints.