3 days ago Be among the first 25 applicants

Get AI-powered advice on this job and more exclusive features.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries.

We are hiring a Channel Account Manager for the DACH region, covering Germany, Austria, and Switzerland. The role reports to the Director, EMEA Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas.

They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical's business within the assigned territory.

The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.

Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate.

Location: Germany, Austria, Switzerland

The Role Entails

• 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.
  
  

• 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
  
  

• We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
• 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
  

Seniority level

• Seniority level

  Entry level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Software Development

Referrals increase your chances of interviewing at Canonical by 2x

Get notified about new Channel Account Manager jobs in Manchester, England, United Kingdom.

Manchester, England, United Kingdom 3 weeks ago

Manchester, England, United Kingdom 1 week ago

Major Account Manager - Higher Education

Manchester, England, United Kingdom 2 weeks ago

Manchester, England, United Kingdom 3 weeks ago

Manchester, England, United Kingdom 1 week ago

Greater Manchester, England, United Kingdom 1 week ago

Manchester, England, United Kingdom 1 week ago

Account Manager (UK North) - Organic Chemistry

Manchester, England, United Kingdom 5 days ago

Manchester, England, United Kingdom 1 day ago

Manchester, England, United Kingdom 2 weeks ago

Manchester, England, United Kingdom 1 week ago

Manchester, England, United Kingdom 1 month ago

Manchester, England, United Kingdom 1 month ago

Winsford, England, United Kingdom 4 days ago

Manchester, England, United Kingdom 9 hours ago

Manchester, England, United Kingdom 1 month ago

Manchester Area, United Kingdom 3 weeks ago

Manchester, England, United Kingdom 5 days ago

Manchester, England, United Kingdom 6 days ago

Manchester, England, United Kingdom 6 days ago

Greater Manchester, England, United Kingdom 3 months ago

Manchester, England, United Kingdom 6 days ago

Sale, England, United Kingdom 2 weeks ago

Corporate Account Manager - Global High Tech, New Constructions

Manchester, England, United Kingdom 3 days ago

North West & North Wales Regional Public Sector and Commercial Manager

North West, England, United Kingdom 5 days ago

Manchester, England, United Kingdom 9 hours ago

Manchester, England, United Kingdom 1 week ago

Manchester, England, United Kingdom 1 week ago

Account Specialist, Affiliate Marketing (French Speaking)

Manchester, England, United Kingdom 2 weeks ago

Manchester, England, United Kingdom 1 week ago

Stockport, England, United Kingdom 2 weeks ago

Product Manager - Industrial Sector Lead

Manchester, England, United Kingdom 3 days ago

Manchester, England, United Kingdom 3 days ago

We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.