About the company
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Partner Sales Director - Global System Integrator (GSI) based in South Africa.
Responsibilities
- 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.
- 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.
- 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 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.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to engage effectively with stakeholders ranging from technical teams to C-level leaders.
- Passion for open source technology.
- Willingness and ability to travel internationally, potentially up to 40% of the time.
Conditions
- 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.
- Annual holiday leave.
- Maternity and paternity leave.
- Team Member Assistance Program and Wellness Platform.
- Priority Pass and travel upgrades for long-haul company events.