.Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder-led, profitable, and growing.Global System Integrators (GSI) play a crucial role in Canonical's growth plans in the coming 3 years. We are hiring a Partner Sales Director to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, as well as help GSI build long-term digital transformation platforms with Ubuntu stacks and services.Reporting to the VP Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership, and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through, and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations, and executive engagements.The role entails:Build strategic relationships with partners at all levels, and stickiness with Ubuntu technologyDeep understanding of Linux and cloud software ecosystem, and open source selling modelsNegotiate contracts and commercial business termsDeep understanding of partner organizations and sales models, particularly with Global System IntegratorsWork closely with marketing, sales engineering, and product management to deliver on targets, objectives, and provide a voice of the partnerLead executive interlocks between partners and Canonical leadership teamAbility to travel - sometimes internationally - up to 40% of the timeWhat we are looking for in you:Extensive experience in alliance or indirect sales management rolesExtensive experience with OpenStack, virtualization, containers, and other Cloud technologiesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high-pressure environments with ambitious achievement goalsExcellent communication and presentation skillsWhat we offer colleagues:We consider geographical location, experience, and performance in shaping compensation worldwide