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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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers, and industry leaders across sectors. We are a founder-led, profitable, and growing company with a distributed team of over 1200 colleagues in 75+ countries. Teams meet periodically in person at interesting locations worldwide.
The role reports to the Director, APAC Channel Sales, and involves both farming and hunting sales activities. The successful candidate will achieve growth quotas by identifying, prospecting, and engaging reseller and distributor partners to expand Canonical's presence in Japan. The role requires selling open source, cloud, virtualization, and technical software solutions, and may include customer discovery calls and presentations.
Responsibilities
- Develop and execute channel strategies for distributors and resellers in Japan.
- Increase awareness of Canonical in Open Source and Cloud markets.
- Identify and recruit new partners in the territory.
- Leverage networks to engage new partners and strengthen existing relationships.
- Guide partners through onboarding and enablement processes.
- Develop go-to-market plans with partners.
- Conduct sales and pre-sales training for resellers.
- Manage channel pipeline through ongoing partner interactions.
- Support partner satisfaction and act as a trusted advisor.
- Maintain regular contact with key resellers and distributors.
Requirements
- Bachelor's degree, preferably in a tech field.
- Experience in software or tech sales in relevant markets.
- Fluency in English.
- Understanding of open source, Linux, and Ubuntu.
- Proven sales achievement and self-motivation.
- Strong negotiation, interpersonal, and presentation skills.
- Ability to work independently in a global team.
- Experience in startup environments is a plus.
What We Offer
- Global, performance-based compensation with annual reviews.
- Distributed work environment with periodic in-person team sprints.
- Learning and development budget of USD 2,000/year.
- Additional benefits including holiday leave, parental leave, employee assistance, and travel opportunities.
About Canonical
Canonical is a pioneer in open source, driving the global shift to open source software. We publish Ubuntu, a key platform for AI, IoT, and cloud applications. We hire globally, value excellence, and promote a flexible, remote work culture.
We are an equal opportunity employer committed to diversity and inclusion.
Channel Partner Sales Executive, Japan in Sydney employer: Canonical
Canonical is an exceptional employer that fosters a dynamic and inclusive work culture, where innovation thrives and employees are empowered to grow their careers. As a Software Engineering Manager in the vibrant tech hub of London, you will lead a talented team dedicated to delivering cutting-edge solutions for global OEMs, while enjoying opportunities for professional development and collaboration with industry leaders. With a commitment to diversity and equal opportunity, Canonical ensures that every team member's contributions are valued and recognised.
