Partner Sales Director - Global System Integrator (GSI)

Rubrik is innovating the enterprise landscape by revolutionizing the operations of Systems Integrators and the managed services ecosystem that supports our diverse customer base. With Rubrik’s state-of-the-art Data Management technology, partners can design and implement next-generation data services. This position provides a unique opportunity to contribute…

Canonical, a trailblazer in open source software and operating systems, is at the forefront of transforming global enterprise and technology markets. Our flagship platform, Ubuntu, is extensively utilized in groundbreaking enterprise initiatives, including public cloud solutions, data science, artificial intelligence, engineering innovation, and the Internet of Things (IoT). We proudly serve some of the world's foremost public cloud and silicon providers, as well as industry leaders across diverse sectors. As a pioneer of global distributed collaboration, we have a dynamic team of over 1,200 professionals spanning 75+ countries, with a minimal number of office-based roles. Our teams convene in diverse, captivating locations worldwide two to four times a year to align strategies and drive execution.Founded on strong leadership, Canonical is not only profitable but also experiencing remarkable growth.To further enhance our strategic initiatives, we are excited to introduce a senior leadership position: the Global Head of GSI Alliances. This role is pivotal in driving business development and fostering partnerships with key players in the global technology sector. As the publisher of Ubuntu and a leading provider of open source solutions to major tech companies, we are actively expanding our reach into the enterprise market, where Global System Integrators (GSIs) play a critical role in operational and tactical execution. With successful collaborations already established with GSIs in delivering innovative private cloud, container, and public cloud solutions built on Canonical Ubuntu, we are eager to deepen our investment in these alliances.Reporting directly to the VP of Global Alliances and Channels, the Global Head of GSI Alliances will lead a dedicated team and cultivate strategic go-to-market strengths for Canonical. This role involves closely collaborating with GSI partners throughout their sales cycles and across their sales organizations to establish Canonical as their trusted partner for delivering open source solutions at scale to enterprise customers. You will be responsible for ensuring our solutions are integral to GSI digital transformation platforms.Our GSI team excels at building trusted relationships with partners at the executive level, enhancing Canonical's market share and attach rate, and promoting the partnership across all business interactions, from engineers to C-level executives. The Global Head of GSI Alliances will oversee strategy, sell-to, sell-through, and sell-with motions with all GSI partners, as well as the promotion of GSI-related activities, including campaigns, strategic opportunities, and GSI events, such as Canonical's annual GSI executive summit.

Join Sanity.io, a leader in AI-driven Content Operations. Our innovative AI Content Operating System empowers teams to design, generate, and automate content tailored to their business needs, enhancing digital transformation and boosting operational efficiency. Renowned companies such as SKIMS, Figma, Riot Games, Anthropic, COMPLEX, Nordstrom, and Morningbrew rely on Sanity to streamline and automate their content workflows.As a Senior Solutions Architect, you will play a pivotal role in ensuring our enterprise clients achieve success and satisfaction with our platform. Collaborating closely with technical leaders, you will align their strategic objectives with practical implementation details, facilitate brainstorming sessions among editors, designers, and developers, and guide developers in making informed decisions that cater to their unique business requirements.In this position, you will take charge of customer relationships, facilitating both internal and external discussions. You will also have the chance to deepen your understanding and expertise in the human aspects of technology.Key Responsibilities:Conduct onboarding workshops tailored to each customer's specific needs and background.Cultivate proactive relationships with technical and product stakeholders within our client organizations.Engage regularly with technical clients to showcase new features tailored to their needs, address inquiries, and assist in planning their implementation of Sanity.Collaborate with account managers to identify and develop expansion opportunities within existing accounts.Facilitate the new account sales cycle through technical workshops and proof of concept development.Create illustrative examples to aid clients in grasping concepts and accelerating implementation.Develop and maintain guides and learning modules addressing common topics.Design and maintain plugins for standard integrations and implementation patterns.Articulate client requests and requirements to the internal product team.Collaborate with Support Engineering to address customer challenges and resolve specific scenarios.

At Upbound, we are transforming the future of infrastructure for the Agentic AI Era. As the creators and primary maintainers of Crossplane, we are building the Intelligent Control Plane—a groundbreaking platform layer that empowers infrastructure to be programmable, autonomous, and composable.Our mission is to enable AI-native enterprises with a foundational platform that allows teams to provision, operate, and adapt infrastructure at scale—preparing platforms for both human and AI engagement. We collaborate with top cloud providers, Independent Software Vendors (ISVs), and open-source communities to help organizations accelerate their progress with enhanced confidence.Currently, Upbound supports Fortune 500 companies and platform engineers in over 100 countries. With more than 100M downloads, Crossplane is utilized by over 1,000 teams globally. As a Series B company, we are backed by GV (formerly Google Ventures), Altimeter Capital, and Intel Capital, having raised $69M to date. Discover more at upbound.io.As a Staff Solutions Architect at Upbound, you will be pivotal in ensuring the technical success of our customers. You will spearhead customer outcomes from initial implementation through to production adoption, ensuring they derive genuine business value from Crossplane and the Upbound platform. This role is highly technical and hands-on, embedded in the post-sales process, collaborating closely with customers to deliver tangible solutions rather than just guidance.

About Dash0At Dash0, we're on a mission to revolutionize observability. As an OpenTelemetry-native platform, we focus on delivering a user-friendly, AI-driven experience that mitigates vendor lock-in and reduces unnecessary complexities. Join us in crafting a product that developers genuinely appreciate, all while ensuring transparent pricing and effective cost management.The OpportunityIn the role of Enterprise Solutions Architect, you will serve as a vital technical advisor to our enterprise clients and potential customers. Your expertise will connect product capabilities with customer needs, as you design, demonstrate, and validate Dash0’s offerings in real-world settings. Collaborating with sales and product teams, you will create impactful Proofs of Concept (POCs), facilitate observability architecture dialogues, and help customers unlock the full technical potential of Dash0.What You’ll DoTechnical LeadershipDesign and architect observability solutions utilizing OpenTelemetry, Kubernetes, and cloud-native technologies.Transform intricate customer needs into scalable, efficient, and sustainable Dash0 implementations.Develop and execute Proofs of Concept (POCs) that showcase Dash0’s unique technical advantages.Deliver captivating technical demonstrations and presentations customized for engineering and executive audiences.Collaborate with Product Management to provide technical insights that shape roadmap and feature priorities.Customer and Field EngagementEngage closely with Enterprise Account Executives throughout the sales process to position Dash0 as the preferred technical solution.Take part in industry events, conferences, and webinars to represent Dash0 and demonstrate technical prowess.Offer architectural guidance and best practices for observability setup, telemetry data modeling, and OpenTelemetry collector design.Internal Enablement and Thought LeadershipCreate and maintain reusable demo environments, reference architectures, and POC templates.Guide and mentor peers and internal teams on Dash0’s technical ecosystem and implementation strategies.Contribute to the continuous improvement of our technical offerings and customer engagement strategies.

At Offchain Labs, we are not merely creating products; we are spearheading a revolution in the digital realm.As trailblazers in blockchain scalability and security, we are reshaping the way the world engages with decentralized applications. Our mission involves addressing real-world challenges in scaling blockchain technology while upholding its fundamental tenets: decentralization, security, and transparency.Our team is composed of innovative thinkers and proactive problem-solvers who thrive on tackling new challenges. If you are passionate about resolving unprecedented issues and believe in the transformative power of decentralized systems for a fairer digital future, we invite you to join us.Why Choose Offchain Labs?Offchain Labs is leading the charge in the Ethereum ecosystem. We developed the Arbitrum stack, which powers Arbitrum One, the most extensively utilized Ethereum scaling solution available today.The Arbitrum ecosystem is experiencing remarkable growth, with hundreds of projects and decentralized applications (dApps) currently operating on Arbitrum One. More than 100 teams have leveraged Offchain Labs technology to establish their own Arbitrum chains, including major industry players such as Robinhood, BlackRock, Ethena Labs, Securitize, Aave, and Apechain.The thriving Arbitrum ecosystem owes its existence to our cutting-edge technology stack. Arbitrum, Prysm, and ZeroDev are not just product names; they are pivotal tools that are actively redefining the possibilities on Ethereum and enhancing its core infrastructure.To top it off, we are supported by $124 million in funding. We have shown consistent execution with billions in secured value, thousands of projects supported, and infrastructure that seamlessly processes millions of transactions.

Federato is dedicated to revolutionizing the insurance industry by ensuring efficient and equitable coverage for everyone. Our innovative platform empowers insurers to tackle modern challenges, including the climate crisis, cyber threats, and social inflation. Backed by prominent investors from Salesforce, Veeva, Zoom, and Box, we are reshaping the way insurance operates.As the sole AI-native platform that encompasses the entire policy lifecycle, Federato transforms insurance workflows. Our built-in decision-making processes align with insurers' unique portfolio goals, enabling underwriters to secure optimal deals swiftly. From the moment a submission arrives, our advanced AI prioritizes high-value business opportunities, providing instant feedback and streamlining workflows into a cohesive system. Federato is committed to delivering superior business results.Role OverviewIn the role of Senior Solutions Engineer at Federato, you will play a vital part in empowering insurance carriers and Managing General Underwriters (MGUs) to fully leverage the capabilities of RiskOps. Collaborating closely with the Sales team, you will lead technical discovery, design tailored solutions, and deliver impactful demonstrations. Additionally, you will contribute to the creation of systems, tools, and content that support our early-stage Sales Engineering initiatives.

Join Remote as a Solutions Consultant specializing in Global Payroll and be an integral part of our Go To Market Solutions Consulting team. This is a unique opportunity to make a significant impact in the realm of global employment by offering innovative solutions that ensure compliance and accessibility for businesses of all sizes. As a Solutions Consultant, you will leverage your expertise to understand client needs, build strong relationships, and provide tailored recommendations that drive success.

Join Canonical, a global leader in open source software and operating systems, as we shape the future of technology in the automotive industry. Our flagship platform, Ubuntu, is integral to transformative enterprise initiatives, including public cloud, data science, AI, engineering innovation, and IoT. We collaborate with some of the world's top public cloud providers and technology leaders, including Mercedes, Ford, GM, Intel, and more. With a diverse team of over 1000 professionals spread across 70+ countries, we prioritize global collaboration and innovation, meeting in unique locations to strategize and align on our goals.As a Solutions Architect for Automotive, you will empower our partners and prospects to leverage our open source platform effectively. Your expertise will guide them in integrating our solutions into their operations, enhancing their offerings for their customers.Our field engineering team employs deep insights to tackle real-world challenges, driving enterprise adoption of technologies such as Ubuntu, OpenStack, Kubernetes, and AI/MLOps. We are passionate about the entire open source ecosystem, from kernel to desktop and cloud to embedded systems. We continuously expand our services to enhance security, management, and developer experiences across a wide array of environments.This position demands not only automotive expertise but also a unique combination of technical skills. Ideal candidates will possess strong Linux knowledge, coding and scripting proficiency, and experience with low-level Linux boot processes, BIOS, firmware, and embedded software development. You will thrive in a dynamic environment, engaging with innovative technology entrepreneurs. As competitive, business-oriented technologists, you will also be collaborative team players who celebrate collective achievements.Our field engineers tackle some of the most challenging queries, providing insightful responses that prioritize our partners' and customers' needs above all else. We trust them to uphold our commitment to excellence.Location: This is a fully remote position open to applicants worldwide.

Join Our Team at Xebia!Xebia is a pioneering technology consultancy where experts thrive. For nearly two decades, we have been crafting innovative digital solutions for a diverse clientele across various industries globally. Our notable partners include UPS, McLaren, Aviva, and Deloitte, among others.Our enthusiasm for Cloud-based solutions is reflected in our partnerships with the industry giants: Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). We proudly hold the title of the first AWS Premier Consulting Partner in Poland.Previously known as PGS Software, we became part of the Xebia Group in 2021, a collaborative network of companies committed to transforming the technology landscape.At Xebia, innovation, skilled professionals, and technological excellence define us. We enjoy global recognition and thought leadership, allowing us to engage in groundbreaking projects worldwide.Our mission? To establish ourselves as the definitive authority in our field.What sets us apart? It’s our attention to detail, commitment to continuous learning, and belief in the potential of every individual. We encourage personal growth and development for all team members. Experience our culture firsthand by visiting our office!We want to learn more about you!Send us your resume and be a part of the #Xebia journey.

Canonical, a trailblazer in open-source software and operating systems, is seeking a Senior Partner Sales Manager to drive our Global System Integrator (GSI) partnerships. With our flagship platform, Ubuntu, widely adopted in transformative enterprise projects, we are at the forefront of innovation in public cloud solutions, data science, artificial intelligence, engineering, and IoT.As a globally distributed team of over 1200 professionals across 75+ countries, we thrive in a remote-first culture, meeting in dynamic locations around the world to align on strategy and execution.Our GSI partners are vital to Canonical's growth strategy over the next three years. In this role, you will collaborate closely with GSI partners throughout their sales cycles, facilitating Ubuntu-based solutions and assisting them in building long-term digital transformation platforms leveraging Ubuntu stacks and services.

Canonical, a premier provider of innovative open-source software and operating systems, is seeking a talented Cloud Solutions Architect to join our dynamic Alliances team. In this remote role, you will collaborate with industry-leading partners such as Intel, Nvidia, Google, Dell, HP, Accenture, and Tata to help them harness the power of our open-source platform, Ubuntu. Your expertise will empower enterprise clients to adopt cutting-edge technologies including cloud infrastructure, AI/MLOps, and Kubernetes. As part of our globally distributed team, you will engage with diverse clients, provide deep insights into real-world challenges, and assist in crafting effective go-to-market strategies tailored to each partner's needs. At Canonical, we value thoughtful solutions and prioritize the best interests of our partners and customers, making this role both impactful and rewarding.

S-PRO is a premier IT outsourcing and consulting firm specializing in artificial intelligence, machine learning, and software engineering. We partner with clients worldwide to deliver state-of-the-art AI solutions, from Generative AI applications to intelligent automation systems.We are on the lookout for an experienced AI Architect to join our Presales team, focused on advancing our AI initiatives with a particular emphasis on Generative AI and AI Agents development. This pivotal role involves managing technical presales discussions, architecting AI solutions, and contributing to proof-of-concept (PoC) projects when necessary.

Company OverviewDeepgram stands at the forefront of the burgeoning Voice AI economy, offering cutting-edge real-time APIs for speech-to-text (STT) and text-to-speech (TTS) capabilities, as well as enabling the development of scalable production-grade voice agents. With over 200,000 developers and more than 1,300 organizations leveraging Deepgram's technology—including industry leaders like Twilio, Cloudflare, and Jack in the Box—our voice-native foundation models deliver unmatched accuracy, low latency, and cost efficiency. Supported by a recent Series C funding round led by top global investors, Deepgram has processed an impressive 50,000 years of audio and transcribed over 1 trillion words, making us the undisputed leader in voice technology.Company Operating RhythmAt Deepgram, we embody an AI-first philosophy, where the application and comfort with AI are integral to our innovation and performance metrics. All team members are encouraged to actively utilize and experiment with advanced AI tools, incorporating them into their daily workflows. We measure success by how effectively AI is leveraged to achieve results, and the creative application of the latest AI capabilities is crucial for success. Candidates should be eager to embrace new models and quickly adapt to changes, as we operate at the dynamic pace of AI development. This position may not suit those who prefer a structured and traditional 9-to-5 work environment.The OpportunityAs Deepgram continues to expand across the APAC region, we are seeking a Solutions Architect to manage intricate post-sales engagements, guide clients through production phases, and enhance technical support within the area. You will engage throughout the complete customer lifecycle, focusing primarily on architecture, implementation, and Tier-3 technical issue resolution. This role also involves contributing to pre-sales validation requiring deep technical expertise, collaborating with Product and Engineering teams for feedback and roadmap development, and assisting in the maturation of our global operations.About Applied Engineering at DeepgramApplied Engineering merges technical proficiency with innovative solutions, fostering a collaborative environment that encourages personal and professional growth.

Join Our Team as an Appian Architect!At Xebia, we are dedicated to fostering growth among experts. For nearly 20 years, we have been at the forefront of developing innovative digital solutions across diverse industries and countries. We've had the privilege of collaborating with renowned brands such as UPS, McLaren, Aviva, and Deloitte, among others.Our enthusiasm for Cloud-based solutions is unmatched. We proudly partner with major Cloud providers like Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), and we are the first AWS Premier Consulting Partner in Poland.Previously known as PGS Software, we became part of the Xebia Group in 2021, a network of companies committed to making a significant impact in the tech landscape. Xebia embodies innovation, excellence in technology, and the pursuit of recognition as a thought leader.Our core mission is encapsulated in one word: Authority. We aim to be acknowledged as the leading authority in our area of expertise.What differentiates us are the finer details—our dedication to knowledge, our positive attitude, and our belief in the potential of every team member. We emphasize personal growth and development, which is something best experienced in person. We invite you to visit us!We are eager to learn more about you too.Send us your resume and start your journey with #Xebia!

Join Amgen, a leading biotechnology company, in the role of Senior Global Trial Manager. In this pivotal position, you will oversee global clinical trials, ensuring they are executed efficiently and effectively. Collaborate with cross-functional teams to drive trial progress, maintain compliance, and deliver high-quality data that advances our innovative therapies.

Join Our Innovative Team!At Xebia, we empower experts to thrive. For almost two decades, we have been crafting cutting-edge digital solutions for a diverse array of clients worldwide, including industry leaders like UPS, McLaren, Aviva, and Deloitte.Our passion lies in Cloud technology, and we have established partnerships with the leading Cloud providers: Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). Notably, we are proud to be recognized as the first AWS Premier Consulting Partner in Poland.Previously known as PGS Software, we became part of the Xebia Group in 2021, a collective of interconnected companies committed to transforming the technology landscape.Xebia is synonymous with innovation, a talented workforce, and technological excellence. Our global recognition and thought leadership consistently open doors to exciting, innovative projects.Our mission is encapsulated in a single word: Authority. We aspire to be acknowledged as the leading authority in our areas of expertise.What sets us apart? It’s the nuances—our attitude, dedication to continuous learning, and unwavering belief in the potential of our team members. We prioritize the development of every individual. Words can only say so much, so we invite you to visit us and experience our culture firsthand!We’re eager to learn more about you!

Hiring Manager: Nick Churcher – VP Marketing Why This Role Is CrucialWe are excited to invite applications for the position of Founding Partnerships Lead, a key role dedicated to establishing Scribe's partnerships function from the ground up.This position aims to address a fundamental question: how can partnerships drive sustainable and repeatable growth for Scribe?You will be responsible for crafting the initial partnership strategy, personally securing the first partners, and validating effective methods through real customer interactions. In the initial stages, this role will be very hands-on; you will lead partner discussions, shape commercial agreements, conduct pilot programs, and transform insights into scalable initiatives.This is not a position for someone looking to manage an established channel; it's ideal for an individual eager to innovate, experiment, and take ownership of partnership outcomes. Role OverviewAs our Founding Partnerships Lead, your responsibilities will include:Establishing the partnerships function from scratch, which includes defining strategic priorities, developing core operational workflows, and determining how partnerships are sourced, tracked, enabled, and evaluated.Identifying, pitching, negotiating, and securing the initial cohort of partners, managing relationships from the initial conversation to the achievement of first customer outcomes.Crafting partner offerings and commercial frameworks that resonate with how partners market and deliver services, while ensuring long-term economic viability.Conducting time-limited pilot programs with partners to demonstrate value through authentic customer engagements, and subsequently converting successful strategies into clear, repeatable playbooks.Monitoring partner performance across metrics such as pipeline generation, revenue, product activation, and expansion, and utilizing these insights to inform scalability strategies.Collaborating closely with Sales, Marketing, Product, Legal, and RevOps teams to eliminate obstacles and deploy effective partnership strategies. Work LocationAlthough we are a globally distributed team, this position requires you to be permanently located in the United States, with a strong preference for San Francisco. Ideal Candidate ProfileYou have a proven track record of building partnerships from the ground up, demonstrating a desire to create something impactful.You possess a strong commercial acumen and are capable of owning partnerships end-to-end.

Important Notice: All official correspondence regarding this position will originate solely from email addresses associated with edconnective.com, edconnective.io, or via our HireHive platform. Any communication from different domains (careers-edconnective.com) is not affiliated with EdConnective and may be fraudulent.The Importance of This RoleAs the Regional Partnership Director at EdConnective, you will be instrumental in empowering educators with the support they need to excel, ultimately benefiting students through enhanced instruction. Your role transcends mere account management; you will act as a strategic partner for K–12 leaders nationwide, guiding them towards measurable success through our innovative services.This is a full-time remote position that may require occasional travel (up to 15%) to client sites and industry events throughout the U.S.About UsAt EdConnective, we are passionate about the belief that the most powerful asset in any classroom is the educator. Our mission centers around ensuring that every student succeeds by fostering exceptional growth in teachers and leaders. When educators flourish, students thrive—our daily work is dedicated to accelerating this growth.If this resonates with you, you’re in the right place. We invite candidates from diverse backgrounds, experiences, and educational levels to apply.What You Will Love About EdConnectiveReal Impact, Every Day – Your contributions will directly enhance outcomes for both educators and students. We receive numerous stories highlighting the transformative effect of our support.No Gimmicks, Just Great Work – Our approach with customers is consultative, thoughtful, and grounded in integrity. We avoid pressure tactics and spammy follow-ups.Join an Elite Team with a Shared Mission – You’ll collaborate with leaders and mentors who have played key roles in building renowned education organizations (such as Rosetta Stone, Hobsons, and others), and work alongside expert coaches with thousands of years of collective experience.Smart Tools, Less Busywork – We leverage modern technology to streamline tedious tasks and elevate strategic initiatives.Work-Life Balance – Enjoy unlimited PTO, consistent business hours, and advance notice for travel to safeguard your time and energy.