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Location: Germany (Remote) Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X . We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do. You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. The Opportunity: As a Sales Development Representative (SDR), you will focus on three core missions.  One, you will help our users and prospects navigate their Grafana journey by engaging with and listening to them in order to provide them with appropriate resources and guidance.  Two, with these learnings, you will partner with our Sales Team to connect with other influential people in these organizations to identify new business opportunities that are the pipeline for our company’s revenue goals by partnering proactively with our Sales Team. And three, you will develop valuable, transferable skills to help you achieve your career goals.  By fulfilling our three core  missions, you will contribute importantly to Grafana Labs’ community and business goals. We understand that our commercial success is linked to our open source DNA and users’ success with our software.  As such, we want team members who can effectively leverage this connection and help support the long-term health of our company. In this role, you will balance reactive and proactive work, responding to inbound inquiries as well as outreaching to target accounts. You will need to research and have a detective mindset in order to craft thoughtful, value-add messaging; and you’ll need to be confident driving business conversations on the phone.  You will need to know how to use AI as a tool to constantly improve your productivity. This is a demanding and rewarding role.   It is a fast-paced and challenging environment.  While our company is growing sustainably,  we still have a lot of building and improving to do.  And we do this work together with our teammates from more than 15 different countries.  We're looking for driven, humble, technically curious  people who embrace a team-first attitude and demonstrate extreme ownership.   This is a great team to join, whether you’re just starting your career or looking to pivot into the tech industry.  You’ll have managers and teammates that care deeply about you as a professional and human, and you will learn more than you thought possible. What You’ll Be Doing: Build and maintain knowledge of our technology, competitors, open source ecosystem, and industry trends Follow up on inbound leads effectively and efficiently Use a multi-channel approach (email, social, calling) to proactively outreach to new leads within target accounts; our top SDRs are confident and effective on the phone Use Salesforce and Grafana dashboards for lead and account management and research Use research and data to prioritize and customize outreach to target prospects and accounts via email and LinkedIn Drive effective discovery conversations to understand users’ needs and goals in to provide them the appropriate resources and communicate how Grafana can help them Consistently meet new business opportunity and pipeline targets Collaborate with cross-functional teams such as marketing and sales to win as a team What Makes You a Great Fit: Fluent in German and English (written and spoken) Open to feedback and coaching, always looking for ways to improve Clear and concise written and verbal communication style Excellent organizational skills and the ability to prioritize many tasks and demands Willingness and ability to take on any task - no matter how small or big - with a focus on quality Resourceful and proactive in an environment that is constantly evolving Driven by purpose and by winning with a team-first attitude Located in Germany Bonus Points For: Let’s be honest - interviewing is not easy. However, we want you to come prepared and succeed. When we interview, we’re trying to determine a couple of things: Would you be successful if you were part of our team? Will you love working here and be a positive influence on your fellow colleagues? Will you grow professionally and personally during your time here? We’re looking for people who are curious and passionate about technology, so make sure you invest some time in learning about Grafana Labs. Explore our community, the industry we operate in, what we offer, and how we set ourselves apart. During your interview, you’ll be sharing stories about your current and past roles and experiences. The best way to frame this is with the CARR model: Context, Action, Results, Reflection. This allows you to succinctly share the experiences you’ve gained. Remember, humility drives learning and we love working with people who are always trying to better themselves. Throughout our interview process, you will receive feedback, and usually directly in the interview. As you move through the interview process, make sure you listen to the feedback you receive and figure out how to incorporate the advice in the next step of the interview. Compensation & Rewards In Germany, the OTE (On-Target Earnings) compensation range for this role is EUR 58,000 -  EUR 62,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally. *Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process. Why You’ll Thrive at Grafana Labs: 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose. Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. Transparent Communication – Expect open decision-making and regular company-wide updates. Innovation-Driven – Autonomy and support to ship great work and try new things. Open Source Roots – Built on community-driven values that shape how we work. Empowered Teams – High trust, low ego culture that values outcomes over optics. Career Growth Pathways – Defined opportunities to grow and develop your career. Approachable Leadership – Transparent execs who are involved, visible, and human. Passionate People – Join a team of smart, supportive folks who care deeply about what they do. In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable. Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow. Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy .

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Задачи: — Разрабатывать и поддерживать frontend-приложения — Участвовать в развитии архитектуры frontend-сервисов — Работать с TypeScript и современными инструментами frontend-разработки — Оптимизировать производительность и масштабируемость приложений Требования к кандидату: — Отличное знание Vue 2 + Nuxt 2 — Коммерческий опыт frontend-разработки от 3 лет — Опыт разработки крупных frontend-сервисов — Уверенное владение TypeScript — Опыт работы с Vue 3 + Nuxt 3 — Будет плюсом: опыт написания автоматизированных тестов Условия работы: — Работа в команде разработки с фокусом на масштабируемую архитектуру и стабильность пользовательских интерфейсов — Локация: строго РФ

от 190 000 ₽

Задачи: — Разрабатывать и поддерживать backend-сервисы на Golang — Работать с микросервисной архитектурой и брокерами сообщений — Участвовать в развитии и поддержке инфраструктурных решений — Анализировать и устранять инциденты в рамках установленных SLA — Работать с техническим долгом и улучшением архитектуры системы — Взаимодействовать с командами разработки и эксплуатации Требования: — Опыт работы в крупной IT или телеком компании от 6 лет — Опыт работы с платформами: LLMOPS, TestOps, SecurityPlatform, IntegrationPlatform, MWSDataCat, Ocean — Опыт работы с инструментами: Jira, Confluence, Ocean, GitLab — Понимание принципов микросервисной архитектуры — Знание паттернов проектирования и разработки — Опыт работы с брокерами сообщений Kafka/RabbitMQ — Понимание процесса управления техническим долгом — Понимание принципов ITSM — Опыт устранения инцидентов и сбоев в рамках SLA — Работа с данными: PostgreSQL, MongoDB, Redis, уверенное владение SQL — Технический стек: Golang, Kafka, gRPC, Docker, Kubernetes, Kibana, Grafana, JMeter Условия: — Удалённая работа из любой точки РФ — Работа в микросервисной архитектуре с использованием внутренних платформ и инструментов компании — Стабильная работа в крупной телеком-компании

от 270 000 ₽

Задачи: — Разрабатывать и поддерживать backend-сервисы — Участвовать в проектировании микросервисной архитектуры — Писать unit-тесты — Работать с интеграциями (gRPC, Kafka) — Участвовать в код-ревью и технических обсуждениях Требования: — Опыт работы Java-разработчиком от 6 лет — Опыт работы в крупных компаниях (например, ВТБ, Авито, Ozon и др.) — Обязательный опыт участия в банковских проектах — Знание Kotlin — Знание Spring Framework — Знание Spring Boot — Знание JUnit — Знание Hibernate — Знание Maven — Знание PostgreSQL — Знание Redis — Знание gRPC — Знание Kafka — Знание Docker — Знание GitLab CI/CD или Jenkins Условия: — Удаленная работа — Высоконагруженная среда, микросервисная архитектура — Строгие требования к качеству кода и архитектурным решениям — Оформление: ТК, ИП, СЗ

от 270 000 ₽

Location: North America Workplace: Remote At Linear, we're building the product development system for teams and agents. AI is fundamentally changing how software gets built, and we’re shaping the tools this new era requires. Founded in 2019, Linear has become the platform of choice for more than 40,000 companies (including OpenAI, Coinbase, and Ramp) to plan, build, and ship their products. Today, our team is distributed across North America, Europe, and Australia, and we’re continuing to grow internationally. What unites us is relentless focus, fast execution, and a deep care for software craftsmanship. Over the past few years, Linear has experienced incredible organic growth and has become an instrumental tool for many of the world’s best product teams. We are now layering a product-led sales motion on top of our existing self-serve business to accelerate our ambitions further and bring the magic of Linear to even more and larger companies. As an Account Executive at Linear, you’ll contribute to the future of our product and help high-impact companies build better software. Location & work mode Linear is a remote-first company, with optional co-working offices in San Francisco, New York, and London. This role is open to candidates based in North America. You can work from anywhere within this region. We value deep focus and async collaboration, with intentional moments to connect in person through team off-sites, optional co-working, and occasional travel. What you'll do - Become a product expert and help customers use Linear effectively; assist prospects through the trial and evaluation phase - Generate a strong pipeline and exceed quarterly targets - Build relationships with key stakeholders within accounts - Be the voice of the customer; advocate for customers by surfacing product or adoption blockers to our product team What we're looking for - 3+ years in a quota-carrying sales role - Experience selling to a technical audience; bonus if you have previous experience working with a collaboration or developer tool - SaaS and startup experience; comfortable working and adapting in a fast-paced and flexible environment - Strong written and verbal communication, presentation, and product demonstration skills What we offer We're a small, focused team that cares deeply about the quality of our work and the people we do it with. Here's what you can expect: - Competitive salary and equity - Employee-friendly equity terms including early exercise in the US and extended exercise windows - Daily meal and coffee stipend on every workday - Paid co-working space or desk - Health coverage (based on country requirements) - 5 weeks paid vacation, plus local statutory holidays - 4 months paid parental leave - Paid month off after 4 years & every 2 years thereafter - Regular team events and off-sites - Remote-first with no required commute Learn how we think and work - A story about our mission: Read Me https://linear.app/readme - Our hiring process: How we hire at Linear https://linear.app/now/how-we-hire-at-linear - Our CEO and co-founder, Karri at 20VC: How to Grow Capital Efficiently in a World of BS Growth https://www.youtube.com/watch?v=4vqDYkuzbSM - Make an Org Chart You Want to Ship — Advice from Linear on How Heirloom Tomatoes Should Inspire Team Design https://review.firstround.com/make-an-org-chart-you-want-to-ship-advice-from-linear-on-how-heirloom-tomatoes-should-inspire-team-design/ - Building our teams: Why and how we do work trials at Linear https://linear.app/blog/why-and-how-we-do-work-trials-at-linear - A video series: Conversations on Quality https://linear.app/quality - Our recent tender offer: Sharing Linear’s growth with the people building it https://linear.app/now/sharing-growth-with-the-people-building-linear Linear is an equal opportunity employer. We do not discriminate based on race, color, religion, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other protected characteristic under applicable law. A note on recruitment fraud: all official Linear hiring communication comes from an @linear.app http://linear.app email address, and all open roles are listed at linear.app/careers http://linear.app/careers. We never ask candidates for payment or financial information. Suspicious messages can be reported to security@linear.app.

Location: North America Workplace: Remote At Linear, we're building the product development system for teams and agents. AI is fundamentally changing how software gets built, and we’re shaping the tools this new era requires. Founded in 2019, Linear has become the platform of choice for more than 40,000 companies (including OpenAI, Coinbase, and Ramp) to plan, build, and ship their products. Today, our team is distributed across North America, Europe, and Australia, and we’re continuing to grow internationally. What unites us is relentless focus, fast execution, and a deep care for software craftsmanship. We’re looking for experienced engineers who have shipped applied AI systems to production and want to define what the agent-native future looks like. We are building intelligence into the core of Linear, enabling the product to orchestrate coding, proactively move work forward, and power-up every software team. You’ll work closely with product and design to transform foundation models into structured, reliable workflows embedded deeply in the core of Linear. We care deeply about keeping Linear fast, intuitive, and opinionated—AI is no exception. Location & work mode Linear is a remote-first company, with optional co-working offices in San Francisco, New York, and London. This role is open to candidates based in the North America. You can work from anywhere within this region. We value deep focus and async collaboration, with intentional moments to connect in person through team off-sites, optional co-working, and occasional travel. What you'll do - Build AI-powered product features that feel native, fast, and delightful to use - Work with product and design to prototype and iterate on intelligent workflows and user interactions - Design backend services to power natural language interfaces, smart suggestions, agentic workloads, and more - Optimize prompts, fine-tune model behavior, and evaluate performance - Help to guide our agent platform, allowing third parties to bring agents into the core Linear experience as teammates. - Contribute to the architecture for AI-integration infrastructure that’s reliable and privacy-aware What we're looking for - 5+ years of experience building customer-facing products at a high-quality software company - Strong React and TypeScript fundamentals, with experience across the full stack (Browser technologies, Node, GraphQL, PostgreSQL) - Track record of driving complex, end-to-end features (not just incremental improvements and refactors) with visible impact on the product - Product sensibility: you care about UX, speed, and polish, and you push back when something doesn't feel right - Comfortable working without heavy PM overhead; you can help to shape the problem, not just implement a solution - High ownership mentality: self-directed, full-lifecycle builder who takes a feature from idea to shipped - Thrives in a remote, async-first environment with a lean, high-output team - Experience at a startup or a company with a genuinely high engineering bar Our tech This stack reflects the systems we build and operate. You’re not expected to have experience with everything listed, but you should be excited to work close to product, performance, and real-world scale. - Agentic workload system utilizing temporal, operating at production scale - Proprietary websocket data sync framework built for speed and offline support - React, MobX, styled-components on the frontend - Extensive, widely used, GraphQL API and SDK - Node, Postgres, Temporal, and Redis in the backend - Hosted on Google Cloud with k8s - GitHub, Slack, Notion What we offer We're a small, focused team that cares deeply about the quality of our work and the people we do it with. Here's what you can expect: - Competitive salary and equity - Employee-friendly equity terms including early exercise in the US and extended exercise windows - Daily meal and coffee stipend on every workday - Paid co-working space or desk - Health coverage (based on country requirements) - 5 weeks paid vacation, plus local statutory holidays - 4 months paid parental leave - Paid month off after 4 years & every 2 years thereafter - Regular team events and off-sites - Remote-first with no required commute Learn how we think and work - Read Me https://linear.app/readme a story about our mission - Our hiring process: How we hire at Linear https://linear.app/now/how-we-hire-at-linear - How we work: Designing remote work at Linear https://linear.app/now/designing-remote-work-at-linear - Why and how we do work trials https://linear.app/blog/why-and-how-we-do-work-trials-at-linear Linear blog post - Crafting quality that endures https://www.youtube.com/watch?v=pCil7YNhNCU Config keynote by our Co-founder & CEO, Karri Saarinen - How we use AI in design https://designerfund.substack.com/p/ai-design-linear feature of Linear's design team - Scaling our real-time sync engine https://linear.app/blog/scaling-the-linear-sync-engine talk by our cofounder, Tuomas Artman, at Linear's 2023 offsite - First Round Capital: The Unsung Ingredient: Taste https://review.firstround.com/stripe-square-linear-product-taste/ - Our recent tender offer: Sharing Linear’s growth with the people building it https://linear.app/now/sharing-growth-with-the-people-building-linear Linear is an equal opportunity employer. We do not discriminate based on race, color, religion, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other protected characteristic under applicable law. A note on recruitment fraud: all official Linear hiring communication comes from an @linear.app http://linear.app email address, and all open roles are listed at linear.app/careers http://linear.app/careers. We never ask candidates for payment or financial information. Suspicious messages can be reported to security@linear.app.

Location: Home based - Worldwide 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. We are hiring a Partner Sales Manager to be a key contributing team member within the growing IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation. Reporting to the Head of IHV Alliances, the Partner Sales Manager will work closely with IHV and Canonical teams in various geographies to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. They are responsible to build trusted relationships with our partners, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements. Location: This is a remote role. The role entails Build strategic relationships and enable partner teams on the partnership Build pipeline and transact opportunities through an IHV Grow partner awareness of open source capabilities on Canonical Ubuntu Demonstrate a deep understanding of the Linux and cloud software ecosystem Deliver on targets, objectives and provide a voice of the partner Travel regularly - sometimes internationally - to drive partnerships in person Align and support internal canonical field teams - identify, support, grow, transact Expand existing footprint with IHV customers with an aim to upsell to broader portfolio Support and contribute to broader strategy, initiatives and key campaigns What we are looking for in you Experience in alliance or indirect sales management roles Autonomous, disciplined, hands-on, get-it-done mentality Ability to capture customer requirements, evaluate gaps, identify and create opportunities Passionate about Ubuntu products and mission Comfortable in fast-paced and high pressure environments with measurable goals Experience with Linux, virtualization, containers, and other cloud technologies Excellent communication and presentation skills Team player with superior accountability and customer support skills Credibility and working knowledge of IHVs - their products, go-to-market motion, and field Experience managing cross-functional teams and track record of operational excellence Willingness to travel up to 4 times a year for internal events Hands on experience with Salesforce and Google Suite a plus What we offer colleagues 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 recognize 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 Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home Based - APAC 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. The Partner Sales Executive, ANZ Channel will report to the Director, APAC 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: Australia or New Zealand 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. What we are looking for in you 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 What we offer colleagues 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 About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home Based - APAC 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. The Channel Partner Sales Executive, Japan role reports to the Director, APAC 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: Japan 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. What we are looking for in you 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 What we offer colleagues 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 About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home Based - Americas 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. The Partner Sales Executive, North America Channel will report to the Director, Americas 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: US or Canada 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. What we are looking for in you 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 What we offer colleagues 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 About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home Based - Americas; Home Based - APAC 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. We are hiring a Partner Sales Manager to be a key contributing team member within the growing Dell alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation. Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will work closely with Dell and Canonical teams in various geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results. They are responsible to build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director. The role entails Build strategic relationships and enable Dell teams on the partnership Build pipeline and transact opportunities through Dell Grow Dell’s awareness of open source capabilities on Canonical Ubuntu Demonstrate a deep understanding of the Linux and cloud software ecosystem Deliver on targets, objectives and provide a voice of the partner Travel regularly - sometimes internationally - to drive partnerships in person Align and support internal canonical field teams - identify, support, grow, transact Expand existing footprint with Dell customers with an aim to upsell to broader portfolio Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director What we are looking for in you Experience in alliance or indirect sales management roles Autonomous, disciplined, hands-on, get-it-done mentality Ability to capture customer requirements, evaluate gaps, identify and create opportunities Passionate about Ubuntu products and mission Comfortable in fast-paced and high pressure environments with measurable goals Experience with Linux, virtualization, containers, and other cloud technologies Excellent communication and presentation skills Team player with superior accountability and customer support skills Credibility and working knowledge of Dell - its products, go-to-market motion, and field Experience managing cross-functional teams and track record of operational excellence Willingness to travel up to 4 times a year for internal events Hands on experience with SalesForce.com and Google Suite a plus What we offer colleagues 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 recognize 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 Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home Based - APAC 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. We are hiring a Partner Sales Manager - Hewlett Packard Enterprise to be a key contributing team member within the growing IHV team. Large OEM or Independent Hardware Vendor (IHV) brands - HPE, Dell, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation. The Partner Sales Manager will be responsible to build trusted relationships with HPE, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director. Location: This role will be based remotely in India The role entails Build strategic relationships and enable HPE teams on the partnership Build pipeline and transact opportunities through HPE Grow HPE’s awareness of open source capabilities on Canonical Ubuntu Demonstrate a deep understanding of the Linux and cloud software ecosystem Deliver on targets, objectives and provide a voice of the partner Travel regularly - including internationally - to drive partnerships in person Align and support internal canonical field teams - identify, support, grow, transact Expand existing footprint with HPE customers with an aim to upsell to broader portfolio Support and contribute to broader strategy, initiatives and key campaigns as defined by the HPE Global Alliance Director What we are looking for in you Experience in alliance or indirect sales management roles Sales acumen, ability to build and manage a pipeline of business Autonomous, disciplined, hands-on, get-it-done mentality Ability to capture customer requirements, evaluate gaps, identify and create opportunities Passionate about Ubuntu products and mission Comfortable in fast-paced and high pressure environments with measurable goals Experience with Linux, virtualization, containers, and other cloud technologies Excellent communication and presentation skills Team player with superior accountability and customer support skills Credibility and working knowledge of HPE - its products, go-to-market motion, and field Experience managing cross-functional teams and track record of operational excellence Willingness to travel up to 4 times a year for internal events Hands on experience with SalesForce.com and Google Suite a plus What we offer colleagues 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 recognize 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 Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote