Cloud Channel Sales Manager

2 weeks ago

Christchurch, Canterbury, New Zealand Canonical Full time

Canonical is the leading publisher of Ubuntu, a world-renowned operating system for container, cloud, and hyperscale computing. As a pioneering tech firm at the forefront of the global move to open source, we are changing the world of software.

About Canonical

We are a company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT, and the cloud. Our team members work from home since its inception in 2004 and have been challenging conventional norms.

We are seeking a skilled Cloud Channel Sales Manager to lead our ANZ region business development efforts. This role reports to the Director, APAC Channel Sales and requires a mix of farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.

Key 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.
Requirements

To succeed in this role, you will need:

  • A 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.
  • A self-starter with a proven track record of achieving sales targets.
  • 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.

What We Offer

  • Distributed work environment with twice-yearly team sprints in person.
  • Personal learning and development budget of USD 2,000 per year.
  • Annual compensation review.
  • Recognition rewards.
  • Annual holiday leave.
  • Maternity and paternity leave.
  • Employee Assistance Programme.
  • Opportunity to travel to new locations to meet colleagues.
  • Priority Pass, and travel upgrades for long haul company events.

At Canonical, we value diversity of experience, perspectives, and background. Whatever your identity, we will give your application fair consideration.

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