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 remote-first culture. Since 2004, we've championed distributed collaboration, with teams meeting in person 2-4 times yearly in exciting global locations to align on strategy and execution.

Role Overview

Canonical is scaling its partnerships with Global System Integrators (GSIs) to fuel growth over the next three years. We're seeking a Senior Partner Sales Manager - Global System Integrator to collaborate closely with GSI partners throughout their sales cycles. This role focuses on facilitating Ubuntu-based solutions, building long-term digital transformation platforms, and driving Canonical's market share. Reporting to the Partner Sales Director in your region, you'll evangelize Ubuntu from engineer to CxO levels, run customer workshops, attend sales events, deliver public presentations, and lead executive engagements.

What Makes This Role Unique

This position demands a global mindset, deep technical sales expertise, and the ability to thrive in a high-stakes, remote environment. With up to 40% travel (including international), you'll forge trusted relationships that embed Ubuntu deeply into partner ecosystems.

Key Responsibilities

• Build strategic, sticky relationships with GSI partners at all levels, promoting Ubuntu technology adoption.
• Leverage deep understanding of Linux, cloud software ecosystems, and open source selling models.
• Negotiate contracts and commercial terms to maximize value.
• Gain intimate knowledge of partner organizations and GSI sales models.
• Collaborate with marketing, sales engineering, and product management to hit targets and amplify the partner voice.
• Lead executive interlocks between GSIs and Canonical's leadership team.
• Travel up to 40% for workshops, events, and engagements.

Qualifications & Requirements

We're looking for seasoned professionals who excel in partnership sales within open source and cloud domains:

• Extensive experience in alliance or indirect sales management.
• Proven track record with OpenStack, virtualization, containers, and cloud technologies.
• Autonomous, disciplined, hands-on 'get-it-done' mentality.
• Skill in capturing customer needs, evaluating gaps, and creating opportunities.
• Passion for Ubuntu and Canonical's open source mission.
• Thrives in fast-paced, high-pressure settings with ambitious goals.
• Outstanding communication, presentation, and relationship-building skills.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and results, with annual reviews and bonuses/commissions. Beyond base pay, enjoy:

• Fully distributed work with biannual in-person sprints in global destinations.
• USD 2,000 annual personal learning budget.
• Recognition rewards and performance incentives.
• Generous maternity, paternity, and holiday leave.
• Team Member Assistance Program and wellness platform.
• Priority Pass, travel upgrades for company events, and opportunities to explore new locations.

Career Growth

At Canonical, career progression is merit-based in a flat, high-performance culture. Excel here to advance into leadership roles shaping Ubuntu's enterprise dominance. Access mentorship, training budgets, and exposure to C-level interactions. Our remote-first model fosters global networks, while sprints build lifelong bonds. Annual reviews ensure top performers are rewarded, with frequent adjustments for high achievers.

Why Join Canonical

Join a profitable, founder-led innovator changing software's future. Work on Ubuntu, the platform for AI, IoT, and cloud, alongside elite talent worldwide. Our remote culture prioritizes results over location, offering freedom, challenge, and impact. Be part of open source's vanguard, tackling enterprise-scale problems with cutting-edge tech. Canonical sets excellence standards—succeed here, and elevate your career globally.

Role FAQs

Is this role fully remote?

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

What salary can I expect?

Compensation is competitive and global, based on experience; includes base, bonus/commission.

Do I need specific GSI experience?

Deep GSI knowledge is ideal, plus cloud/open source sales expertise.

How does Canonical support professional development?

USD 2,000 learning budget, annual reviews, and growth opportunities in a high-impact environment.

What is the company culture like?

Remote-first, excellence-driven, collaborative, with global sprints for alignment and fun.