GSI Alliance Sales Director, Canonical
Enterprise open source solutions
Job no longer available
Enterprise open source solutions
1001+ employees
Job no longer available
1001+ employees
Company mission
Canonical's mission is to make open source software available to people everywhere.
Role
Who you are
- Extensive experience in alliance or indirect sales management roles
- Extensive experience with OpenStack, virtualization, containers and other Cloud technologies
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Passionate about Ubuntu products and mission
- Comfortable in fast-paced and high pressure environments with ambitious achievement goals
- Excellent communication and presentation skills
What the job involves
- Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
- Deep understanding of linux and cloud software ecosystem, and opensource selling models
- Negotiate contracts and commercial business terms
- Deep understanding of partner organizations and sales models, in particular with Global System Integrators
- Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
- Lead executive interlocks between partners and Canonical leadership team
- Ability to travel - sometimes internationally - up to 40% of the time
- Reporting to the VP Global Alliances and Channels, the GSI Alliance Director will be responsible for helping partners to thrive and grow their business with Canonical solutions and services
- Our Alliance Director will 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
- Our GSI Sales Director is responsible for building trusted relationships with partners, increase Canonical market share and attach rate, evangelize about the partnership and lead all business interactions from engineers to CxO level
- The GSI Sales Director will own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many customer workshops, sales event, public presentations and executive engagements
Otta's take
Theo Margolius
COO of Otta
Canonical originally started as a company to help distribute Ubuntu (an operating system based on Linux). It is now a leader in delivering open source to the world quickly, securely and cost effectively.
With a community of 200,000, Canonical publishes an operating system which runs from the tiny connected devices up to the world's biggest mainframes, the platform that everybody uses on the public cloud, and the workstation experience of the world's most productive developers. Just some of its partners include Microsoft, HP, Dell, aws, and Intel.
The founder has highlighted that Canonical's biggest challenge has been that demand is bigger than the company’s ability to service it. Originally a not-for-profit, Canonical is now monetising and is planning to go public. It also announced its product Ubuntu has a comprehensive subscription version called Ubuntu Pro, likely to aid monetising efforts.
Insights
Many candidates hear
back within 2 weeks
18% female employees
19% employee growth in 12 months
Company
Funding (1 round)
Aug 2013
$9.8m
EARLY VC
Total funding: $9.8m
Company benefits
- Work from home opportunities
- Health insurance
- Learning and personal professional development budget
- Annual compensation review
- Recognition rewards
- Annual leave
- Generous parental leave
- Priority Pass for travel
Company values
- Truly distributed: Exceptional, self-motivated, organised and passionate people deserve the freedom to live where they want. Our teams travel regularly to meet colleagues and customers.
- Best in class: We rate top for Linux security. We run more hosts, more workloads and more devices than anybody else, because we strive to do everything insightfully, properly, fairly, and openly
- Enterprise focused: The world is moving to Ubuntu – open source that's faster, cheaper and better. Empower engineers, secure precious data, share knowledge and lead the change
Company HQ
Southwark, London
Founders
Mark Shuttleworth
(CEO)Serial entrepreneur. Previously founded Thawte Consulting (sold to VeriSign for $575m)
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