Partner Sales Director - Global System Integrator (GSI)

Accountabilities: • Build and maintain strategic relationships with Global System Integrators at multiple organizational levels, increasing long-term engagement with Ubuntu and open source technologies.

• Develop and execute partner strategies covering sell-to, sell-through, and sell-with motions.

• Drive market share, attach rates, revenue opportunities, and broader adoption of technology solutions through strategic partnerships.

• Develop a deep understanding of GSI organizations, sales structures, business models, and transformation priorities.

• Negotiate contracts, commercial agreements, and business terms with strategic partners.

• Lead executive-level interactions and facilitate strategic alignment between partner leadership and internal executives.

• Work closely with marketing, sales engineering, product management, and other teams to achieve business targets and objectives.

• Capture partner and customer requirements, identify gaps, and create new business opportunities.

• Organize and lead customer workshops, sales events, public presentations, and executive engagements.

• Act as a strong voice for partners internally, ensuring their needs and market feedback inform business and product priorities.

• Support the development of long-term digital transformation platforms based on Linux, cloud, open source, and related technologies.

• Travel internationally as required, potentially up to 40% of the time.

Requirements:

• Extensive experience in alliance management, indirect sales, partner sales, or related business development roles.

• Proven experience working with Global System Integrators and understanding their organizational structures and sales models.

• Strong knowledge of Linux, cloud software ecosystems, and open source business and selling models.

• Experience with OpenStack, virtualization, containers, and other cloud technologies.

• Demonstrated ability to develop strategic partnerships, identify opportunities, and translate customer requirements into commercial outcomes.

• Strong experience negotiating contracts, commercial terms, and complex business relationships.

• Ability to operate autonomously with a disciplined, hands-on, and results-oriented approach.

• Comfortable working in fast-paced environments with ambitious targets and complex stakeholder groups.

• Excellent communication, presentation, negotiation, and relationship-building skills.

• Ability to engage effectively with stakeholders ranging from technical teams and engineers to senior executives and C-level leaders.

• Strong commercial awareness and the ability to connect technology capabilities with customer and partner business needs.

• Passion for open source technology and its role in enterprise and digital transformation.

• Willingness and ability to travel internationally, potentially up to 40% of the time.

Benefits:

• Geographically adjusted compensation based on location, experience, and performance.

• Performance-driven annual bonus or commission in addition to base compensation.

• Annual compensation review.

• Distributed work environment with twice-yearly in-person team sprints.

• Personal learning and development budget of USD 2,000 per year.

• Recognition and performance rewards.

• Annual holiday leave.

• Maternity and paternity leave.

• Team Member Assistance Program and Wellness Platform.

• Opportunities to travel and collaborate with colleagues around the world.

• Priority Pass and travel upgrades for long-haul company events.

• Opportunity to work with Global System Integrators and enterprise technology organizations on large-scale digital transformation initiatives.

• Exposure to Linux, cloud, open source, virtualization, containers, and emerging enterprise technologies.

• Globally distributed environment with opportunities for cross-functional and international collaboration.

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