Channel Account Manager, DACH Region

Channel Account Manager, DACH Region

Canonical is seeking a Channel Account Manager for the DACH region (Germany, Austria and Switzerland) to grow Canonical's channel business with distributors and resellers. This remote-friendly role is based in the EMEA region and requires strong partner management, sales, and negotiation skills to drive revenue and build scalable channel programs.

About Canonical

Canonical Ltd is the company behind Ubuntu, the leading open-source operating system for servers, cloud, and edge devices. We empower developers and organizations to innovate with open-source software.

Role overview

As a Channel Account Manager for the DACH region, you will own the development and execution of Canonical's channel strategy in Germany, Austria and Switzerland, partnering with distributors and resellers to grow revenue and market share.

Responsibilities

• Develop and manage a robust partner ecosystem in the DACH region (distributors and resellers).
• Collaborate with sales, marketing, and solutions teams to drive channel-led GTM initiatives.
• Recruit, enable, and manage channel partners; conduct quarterly business reviews.
• Forecast, pipeline management, and revenue attainment for the DACH channel.
• Negotiate partner agreements and provide ongoing partner training and support.
• Monitor partner performance and drive joint marketing activities.

Requirements

• 5+ years of channel sales or partner management experience in B2B software/tech.
• Strong track record in selling through distributors and resellers in the DACH market.
• Fluent German and English; excellent communication and negotiation skills.
• Experience with CRM systems (e.g., Salesforce) and channel enablement programs.
• Knowledge of open-source ecosystems is a plus; comfortable working in a remote, fast-paced environment.

What we offer

Opportunity to impact Canonical’s growth in a critical region, remote-first culture, and a global, diverse team building open-source software.