Partner Sales Director - Global System Integrator (GSI)

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 Canada.

This is a senior, globally focused partner sales role responsible for accelerating growth through strategic Global System Integrator relationships. You will shape and execute partner strategies that expand adoption of open-source, Linux, cloud, and enterprise technologies. The role combines executive relationship management with hands-on ownership of sell-to, sell-through, and sell-with motions. You will work across engineering, sales, marketing, and product teams to identify opportunities and turn customer needs into scalable solutions. Success will depend on your ability to influence stakeholders from technical teams through C-suite executives. The environment is highly distributed, autonomous, fast-moving, and designed for people who thrive with significant ownership. International travel will be an important part of building relationships and driving joint business outcomes.

• Build and maintain strategic relationships with Global System Integrator partners, creating long-term engagement and strong alignment around technology and business opportunities.
• Develop and execute partner strategies covering sell-to, sell-through, and sell-with motions, with a focus on increasing market share, adoption, and partner-driven revenue.
• Lead business interactions across partner organizations, from engineers and sales teams through senior executives and C-suite stakeholders.
• Develop a deep understanding of partner organizations, sales structures, capabilities, and go-to-market models to identify areas for joint growth.
• Negotiate contracts, commercial agreements, and business terms while ensuring mutually valuable and sustainable partnerships.
• Collaborate closely with marketing, sales engineering, product management, and other internal teams to deliver partner and business objectives.
• Capture customer and partner requirements, identify gaps in existing offerings, and create new opportunities for technology adoption and digital transformation.
• Lead executive interlocks, customer workshops, sales events, public presentations, and other strategic engagements that strengthen partner relationships and generate pipeline.
• Act as a voice of the partner internally, bringing market intelligence, customer needs, and partner feedback into business and product decisions.
• Travel internationally as needed, potentially up to 40% of the time, to support partner engagements, customer opportunities, and strategic business initiatives.

Requirements

• Extensive experience in alliance management, channel sales, indirect sales, or a comparable partner-focused commercial leadership role.
• Proven experience working with Global System Integrators and understanding their organizational structures, sales motions, and business models.
• Strong knowledge of Linux, open-source technologies, and the broader cloud software ecosystem, including experience with OpenStack, virtualization, containers, or related technologies.
• Demonstrated ability to develop strategic partnerships, influence senior stakeholders, and manage complex sales cycles involving multiple organizations and decision-makers.
• Strong commercial skills, including experience negotiating contracts, commercial terms, and partnership agreements.
• Ability to translate customer requirements into actionable opportunities, assess capability gaps, and develop solutions that create measurable business value.
• Excellent communication, presentation, negotiation, and relationship-building skills, with confidence engaging audiences ranging from technical experts to C-suite executives.
• Highly autonomous and disciplined, with a hands-on, results-oriented approach and the ability to move initiatives forward without extensive supervision.
• Comfortable operating in a fast-paced, high-pressure environment with ambitious growth and performance objectives.
• Genuine enthusiasm for open-source technology, Linux, cloud platforms, and the broader mission of accelerating digital transformation.
• Willingness and ability to travel internationally and participate in regular in-person team events, typically 2–4 times per year.

Benefits

• Performance-driven annual bonus or commission in addition to base compensation.
• Compensation reviewed annually, with adjustments reflecting geography, experience, and performance.
• Fully distributed, remote-first working environment.
• Twice-yearly in-person team sprints in locations around the world.
• Annual personal learning and development budget of  USD $2,000 .
• Recognition and performance rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Team Member Assistance Program and wellness platform.
• Opportunities to travel internationally and collaborate with colleagues across a global organization.
• Priority Pass access and travel upgrades for eligible long-haul company events.
• Global career exposure within a highly distributed technology environment.