Channel Partner Sales Executive, Japan

About the role

Canonical, a provider of open source software and operating systems including Ubuntu, is growing its channel sales team. The Channel Partner Sales Executive, Japan reports to the Director, APAC Channel Sales and combines farming and hunting capabilities to achieve annual growth quotas. The role is home-based and focuses on reseller and distributor partners.

Key responsibilities

• Develop and execute channel strategy for distributors and resellers in the assigned territory
• Increase awareness of Canonical as a leader in open source and cloud (private, hybrid, multi and public models)
• Identify and recruit new partners and leverage existing relationships
• Guide partners through onboarding and enablement, and develop go-to-market plans with them
• Organise and run sales and pre-sales training for resellers
• Manage the channel pipeline through recurring partner contact and act as trusted advisor
• Make initial customer discovery calls and presentations where appropriate

Required profile

• Bachelor's degree, preferably in a technology field
• Software or technology sales experience in the specified market
• Fluent English
• Proven track record of achieving sales targets, with strong follow-up and negotiation skills
• Comfortable working in an unstructured, startup-like environment and representing the company externally
• Start-up experience is an advantage

Required skills

• Understanding of open source, Linux and Ubuntu
• Ability to sell open source, cloud, virtualisation and technical software solutions
• Good interpersonal and presentation skills (written and verbal)

What we offer

• Base pay plus a performance-driven annual bonus or commission
• Distributed work with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Annual compensation review, recognition rewards and annual holiday leave
• Maternity and paternity leave, Employee Assistance Programme and travel opportunities