Channel Partner Sales Executive
WFA Digital Insight
The demand for skilled sales professionals in the open source software market is on the rise, with companies like Canonical leading the charge. As a Channel Partner Sales Executive, you'll be at the forefront of this growth, leveraging your expertise to drive sales and build strategic partnerships. With the global cloud market projected to reach
Job Description
About the Role
As a Channel Partner Sales Executive at Canonical, you will be responsible for driving the growth of the company's channel sales team, leveraging your expertise and connections to bring open source technology to organizations across various industries. This role requires a mix of both farming and hunting capabilities, with a focus on achieving assigned annual growth quotas. You will be working in a global, distributed team, with colleagues in over 75 countries, and will be expected to be comfortable with remote work and collaboration.The role entails developing and executing channel strategy for distributors and resellers within the assigned territory, increasing awareness of Canonical as a lead player in Open Source and Cloud, and identifying and recruiting new potential partners. You will be working closely with the sales team to drive and manage the channel pipeline, and will be responsible for guiding partners through onboarding and enablement.
Canonical is a pioneer of global distributed collaboration, with a strong focus on innovation and customer satisfaction. As a Channel Partner Sales Executive, you will be part of a team that is passionate about delivering exceptional results and making a real impact on the industry.
What You Will Do
- 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 the 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
- Collaborate with the sales team to drive and manage the channel pipeline
- Work closely with the marketing team to develop and execute joint marketing plans
What We Are Looking For
- Bachelor's level degree, preferably in a technology field
- Experience in software or technology sales, with a focus on open source and cloud solutions
- Strong understanding of open source technology and cloud computing
- Excellent communication and interpersonal skills
- Ability to thrive in a fast-paced, remote work environment
- Strong prospection and negotiation skills
- Ability to build and maintain strong relationships with partners
- Experience with sales and channel management tools, such as CRM and PRM
- Strong analytical and problem-solving skills
- Ability to work independently and as part of a global team
Nice to Have
- Experience with Excel and data analysis
- Knowledge of cloud and technical software solutions, such as Ubuntu and Azure
- Experience with sales and marketing automation tools, such as HubSpot and Marketo
- Certification in sales or marketing, such as Salesforce or HubSpot
Benefits and Perks
- Competitive salary and benefits package
- Opportunity to work with a leading provider of open source software and operating systems
- Collaborative and dynamic work environment
- Flexible working hours and remote work options
- Professional development and training opportunities
- Access to the latest technology and tools
- Recognition and reward for outstanding performance
- Comprehensive health and wellness program
- Generous paid time off and vacation policy
- Opportunity to work with a global team and make a real impact on the industry
How to Stand Out
- Tip: Highlight your experience in software sales, particularly in open source and cloud solutions, and be prepared to provide specific examples of your accomplishments.
- Tip: Emphasize your ability to build and maintain strong relationships with partners, and provide examples of successful partnerships you've developed in the past.
- Tip: Make sure you have a strong understanding of open source technology and cloud computing, and be prepared to discuss the latest trends and developments in the industry.
- Tip: Use tools like LinkedIn and Crunchbase to research the company and the role, and come prepared with thoughtful questions to ask during the interview.
- Tip: Be prepared to discuss your experience with sales and channel management tools, such as CRM and PRM, and provide examples of how you've used these tools to drive sales and manage channels.
- Tip: Don't be afraid to ask about the company culture and values, and be prepared to discuss how you can contribute to the team's success.
- Tip: Consider creating a portfolio or case study that showcases your experience and accomplishments in software sales, and be prepared to share it with the interviewer.
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