Partner Sales Director - Global System Integrator (GSI)

Join to apply for the Partner Sales Director - Global System Integrator (GSI) role at Canonical . 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 cloud, data science, AI, engineering innovation, and IoT initiatives. Our customers include leading public cloud and silicon providers and industry leaders in many sectors. Canonical has 1200 colleagues in 75 countries with very few office-based roles. Teams meet two to four times yearly in person to align on strategy and execution. The company is founder-led, profitable, and growing. Overview Global System Integrators (GSI) play a crucial role in Canonical’s growth plans. We are hiring a Partner Sales Director to work with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu-based solutions and opportunities, and to help GSIs build long-term digital transformation platforms with Ubuntu stacks and services. The role reports to the VP Global Alliances and Channels and is responsible for building trusted partner relationships, increasing Canonical market share and attach rate, evangelizing the partnership, and leading all business interactions from engineers to CxO level. The role will own the strategy, sell-to, sell-through and sell-with motions with the GSI and will lead customer workshops, sales events, public presentations and executive engagements. Responsibilities Build strategic relationships with partners at various levels and foster stickiness with Ubuntu technology Develop deep understanding of Linux and cloud software ecosystems and open source selling models Negotiate contracts and commercial terms Understand partner organizations and sales models, particularly with Global System Integrators Collaborate with marketing, sales engineering and product management to deliver on targets and provide a voice of the partner Lead executive interlocks between partners and Canonical leadership Travel up to 40% of the time, sometimes internationally What we are looking for in you 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 goals Excellent communication and presentation skills What we offer Distributed work environment with twice-yearly in-person team sprints Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. We publish Ubuntu, a key open-source project and platform for AI, IoT, and the cloud, and we recruit on a global basis with high standards. Most colleagues have worked from home since our inception in 2004. Working at Canonical challenges you to think differently, work smarter, learn new skills, and raise your game. Equal opportunity Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. Details Seniority level: Mid-Senior level Employment type: Full-time Job function: Sales and Business Development Industries: Software Development J-18808-Ljbffr

Location: Montreal, Montreal (administrative region), CA

Posted Date: 10/13/2025