Full-Time

Senior Channel Sales Manager

US Public Sector

Posted on 9/6/2024

Canonical

Canonical

1,001-5,000 employees

Provides enterprise support for open-source Ubuntu

Enterprise Software
Cybersecurity

Senior

Remote in USA

Category
Field Sales
Strategic Account Management
Sales & Account Management
Required Skills
Linux/Unix
Requirements
  • Bachelor's level degree, preferably in a technology field
  • Experience in software or technology sales from the specified market
  • Fluency in English
  • An understanding of open source, Linux and Ubuntu
  • Track record of success working with US Public sector channel partners
  • Detail oriented with strong follow-up skills
  • Effective negotiating skills with ability to close sales
  • Excellent interpersonal and presentation skills (written and verbal)
  • Productive in a globally distributed team through self-discipline and self-motivation
  • Mature approach to long-term relationship development with customers
  • The ability to represent the company at external events
  • Start-up experience would be an advantage
Responsibilities
  • Develop and execute channel strategy for distributors and resellers within the assigned territory
  • Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models)
  • Identify and recruit new potential partners in assigned territory
  • Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships
  • Guide partners through onboarding and enablement
  • Develop mutually beneficial go-to-market plans and commitments with partners
  • Arrange and execute sales and pre sales trainings to these resellers
  • Drive and manage channel pipeline through recurring partner interactions
  • Support partner’s satisfaction and act as trusted advisor and point of contact
  • Maintain a regularity/frequency of contact with priority resellers and distributors.

Canonical publishes Ubuntu, an open-source operating system, and offers various commercial services for it. Their products include extended security maintenance, kernel livepatch services, and enterprise support, which help ensure that Ubuntu remains secure and efficient for users. Canonical partners with hardware and software vendors to certify that Ubuntu operates well on different devices, enhancing its reliability and market presence. Unlike many competitors, Canonical emphasizes security, data center automation, and a positive developer experience, providing tools for package management and compliance. The company's goal is to deliver customizable infrastructure solutions that cater to a wide range of clients, from individual developers to large enterprises.

Company Stage

Seed

Total Funding

$9.6M

Headquarters

London, United Kingdom

Founded

2004

Growth & Insights
Headcount

6 month growth

5%

1 year growth

15%

2 year growth

33%
Simplify Jobs

Simplify's Take

What believers are saying

  • Canonical's partnership with congatec enhances embedded platforms with Ubuntu Pro.
  • The release of Ubuntu 24.10 introduces important updates and improved performance.
  • Canonical's MicroCloud offers a new open-source environment for edge computing.

What critics are saying

  • Reliance on open-source may limit revenue from proprietary software solutions.
  • Competition in the enterprise software market is intense and growing.
  • Security vulnerabilities in open-source software could impact Canonical's reputation.

What makes Canonical unique

  • Canonical is a leader in the enterprise open-source market with Ubuntu.
  • The company offers extended security maintenance and enterprise support for Ubuntu.
  • Canonical partners with hardware and software vendors for Ubuntu certification.

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