About Canonical

Canonical is the company behind Ubuntu, the world's most popular open source operating system powering enterprise innovation worldwide. As a leading provider of open source software, Canonical delivers cutting-edge solutions for public cloud, data science, AI, engineering, and IoT. Our customers include top public cloud providers, silicon manufacturers, and industry leaders across sectors. With over 1200 colleagues in more than 75 countries, Canonical embodies a remote-first culture, pioneering global distributed collaboration. Teams connect virtually daily and meet in person 2-4 times a year in inspiring global locations to strategize and execute. Founder-led and profitable, Canonical is rapidly expanding its channel sales to meet surging demand for open source technologies.

Role Overview

The Partner Sales Executive, North America Channel, is a pivotal role in Canonical's growing channel sales team. Reporting to the Director of Americas Channel Sales, this position blends farming existing relationships and hunting new opportunities to achieve annual growth quotas. Based remotely in the US or Canada, you'll focus on reseller and distributor partners, leveraging their networks to bring Ubuntu and Canonical's open source portfolio to enterprises. Thrive in a startup-like environment where you own initiatives, sell complex technical solutions like cloud, virtualization, and open source software, and occasionally handle customer discovery calls.

Key Responsibilities

• Develop and execute comprehensive channel strategies for distributors and resellers in your North America territory.
• Increase awareness of Canonical as the leader in open source and multi-cloud solutions (private, hybrid, multi, public).
• Identify, prospect, and recruit new potential partners using your network and skills.
• Leverage existing relationships and prospect new ones to expand Canonical's partner ecosystem.
• Guide partners through seamless onboarding and enablement processes.
• Create mutually beneficial go-to-market plans and secure partner commitments.
• Organize and deliver sales and pre-sales trainings for resellers.
• Drive and manage the channel sales pipeline via consistent partner engagements.
• Serve as the trusted advisor and primary point of contact, ensuring partner satisfaction.
• Maintain regular contact with priority resellers and distributors.

Why This Role Matters

In this position, you'll directly contribute to Canonical's mission of making open source ubiquitous in enterprise environments, capitalizing on Ubuntu's dominance in cloud-native and AI workloads.

Qualifications & Requirements

Canonical seeks proven performers ready to excel in channel sales:

• Bachelor's degree, ideally in a technology-related field.
• Demonstrated experience in software or technology sales within the Americas market.
• Fluency in English for global communications.
• Solid understanding of open source principles, Linux ecosystems, and Ubuntu's applications.
• Self-starter with a verifiable track record of smashing sales targets.
• Detail-oriented with exceptional follow-up discipline.
• Strong negotiation prowess and ability to close complex deals.
• Outstanding interpersonal, written, and verbal presentation skills.

Comfort in unstructured environments and experience selling technical solutions like cloud and virtualization are essential.

Benefits & Perks

Joining Canonical means embracing a premium remote work lifestyle:

• 100% remote from anywhere in the US or Canada, with flexibility to travel for global offsites.
• Competitive salary estimated at $120,000-$180,000 USD, reflecting tech sector benchmarks with upside potential.
• Work in a profitable, founder-led company with rapid growth opportunities.
• Collaborate with a diverse, high-caliber team spanning 75+ countries.
• Attend 2-4 annual in-person meetings in exciting international destinations.
• Access to cutting-edge open source projects shaping AI, cloud, and IoT futures.
• Comprehensive health, wellness, and professional development support.

Career Growth

Canonical invests in your success with clear paths to leadership in channel sales, partner management, or broader sales operations. Excel here and advance to roles like Channel Sales Director or expand into global strategy. Our remote-first model supports lifelong learning through internal trainings, certifications in open source technologies, and exposure to enterprise clients worldwide. Many team members progress rapidly in our flat, merit-based structure.

Why Join Canonical

Canonical stands at the forefront of open source innovation, with Ubuntu as the backbone for hyperscale clouds, edge computing, and AI breakthroughs. Be part of a profitable company defying traditional tech norms—no offices, pure remote excellence, and a culture of ownership. If you love selling transformative technologies and building partner ecosystems, this is your chance to shape the future of enterprise open source in North America. Canonical's remote-first ethos means work-life harmony while delivering impact on a global scale.

Role FAQs

Is this role fully remote?

Yes, home-based anywhere in the US or Canada, with occasional travel for partner meetings or company offsites.

What sales experience is required?

Proven track record in software/technology sales, ideally channel-focused, with quota attainment history.

Do I need deep technical knowledge?

An understanding of open source, Linux, and Ubuntu is key; you'll sell technical solutions but not code them.

How does Canonical support channel partners?

Through dedicated onboarding, co-marketing plans, trainings, and ongoing relationship management.

What makes Canonical unique?

Founder-led profitability, global remote culture, and leadership in Ubuntu-powered enterprise open source solutions.