About Canonical

Canonical is the company behind Ubuntu, the world's most popular open source operating system. We provide enterprise-grade open source software solutions powering public cloud, data science, AI, engineering innovation, and IoT initiatives globally. Our customers include leading public cloud providers, silicon manufacturers, and industry leaders across sectors. As a pioneer in global distributed collaboration, Canonical employs over 1200 colleagues in 75+ countries with minimal office-based roles. Teams connect through 2-4 annual in-person meetings in exciting global locations to align on strategy and execution. Founder-led and profitable, Canonical is rapidly expanding its channel sales to leverage partner networks for open source adoption.

Role Overview

The Partner Sales Executive, ANZ Channel, is a strategic role reporting to the Director, APAC Channel Sales. This home-based position in Australia or New Zealand combines farming existing relationships and hunting new opportunities to meet annual growth quotas. You'll prospect reseller and distributor partners, build lasting relationships, and drive Canonical's business in the ANZ territory. Comfortable in a startup-like environment, you'll sell open source, cloud, virtualization, and technical solutions while handling initial customer discovery and presentations. This is your chance to shape channel strategy in a high-growth, remote-first tech leader.

Key Responsibilities

• Develop and execute comprehensive channel strategies for distributors and resellers in ANZ.
• Increase awareness of Canonical as a leader in open source and multi-cloud models (private, hybrid, multi, public).
• Identify, recruit, and onboard new potential partners using personal networks and prospecting skills.
• Leverage existing successful relationships while building new ones through targeted engagement.
• Guide partners via onboarding, enablement, sales trainings, and pre-sales support.
• Create mutually beneficial go-to-market plans and secure partner commitments.
• Drive and manage channel sales pipeline through consistent partner interactions.
• Act as trusted advisor, ensuring partner satisfaction and maintaining regular contact with priority resellers.

Qualifications & Requirements

We seek self-starters with a proven sales track record. Essential qualifications include:

• Bachelor's degree, ideally in a technology field.
• Hands-on experience in software or technology sales within ANZ or APAC markets.
• Fluency in English for global communication.
• Solid understanding of open source software, Linux, and Ubuntu ecosystems.
• Detail-oriented with exceptional follow-up, negotiation, and closing abilities.
• Outstanding interpersonal, presentation, and verbal/written communication skills.

Experience in unstructured environments and technical solution selling is crucial for success.

Benefits & Perks

Canonical offers a premium remote-first experience:

• 100% home-based flexibility in Australia or New Zealand.
• Global team collaboration with exciting annual offsites.
• Competitive compensation in the tech sector.
• Work on transformative technologies like Ubuntu in AI, cloud, and IoT.
• Profitable, growing company with stability and innovation.
• Comprehensive support for professional development and work-life balance.

Career Growth

At Canonical, career progression is driven by impact, not location. Excel in this role to advance into APAC leadership, global channel management, or specialized sales positions. Our distributed model exposes you to diverse projects and mentorship from world-class experts in open source. With rapid growth, high performers gain visibility for promotions, expanded territories, and cross-functional opportunities in cloud, AI, and emerging tech.

Why Join Canonical

Join a founder-led innovator shaping the future of open source. Ubuntu powers mission-critical infrastructure worldwide, from hyperscale clouds to edge devices. Our remote culture fosters autonomy and trust, with colleagues spanning continents united by shared goals. Contribute to enterprise adoption of ethical, secure open source solutions. In ANZ, you'll tap booming demand for cloud-native tech, partnering with resellers to deliver Ubuntu's advantages in performance, security, and cost-efficiency. Be part of a profitable company investing in channel excellence for sustained growth.

Role FAQs

Q: Is this role fully remote? Yes, home-based in Australia or New Zealand with occasional travel for global meetings.

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

Q: Do I need deep technical expertise? Understanding of open source/Linux/Ubuntu is key; you'll sell technical solutions to partners.

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

Q: What's the company culture like? Startup-energy in a scaled, distributed environment emphasizing results and collaboration.

Ready to drive Canonical's ANZ channel success? Apply today and power the open source revolution with Ubuntu.