Embedded IoT / Edge Solutions Sales Representative, Manager and Director
Join Canonical as an Embedded IoT / Edge Solutions Sales Representative, Manager, or Director to expand our reach in mission-critical industries such as Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics.
We are a leading provider of open-source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.
This is a prospecting sales and strategic account development role that requires energy, ambition, and focus. To be successful, you must be comfortable positioning and selling open source, services, and software solutions to all levels of an organization, and specifically to departments that are developing embedded software and IoT devices.
Key Responsibilities:
* Building and executing a territory plan to prioritize leading security-focused brands and manufacturers
* Working with marketing to promote our brand and increase market awareness in prioritized accounts
* Developing pipeline through outreach, prospecting, local marketing, and industry events
* Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
* Managing customer relationships and interactions through all stages of the sales cycle
* Working with IoT Field Engineers to understand customer requirements and ensure customer satisfaction
* Maintaining accurate data and forecasts within Salesforce
* Establishing productive professional relationships with key influencers and decision-makers
* Coordinating with colleagues, including support, delivery, and management
What we are looking for in you:
* Exceptional academic track record from both high school and university
* Undergraduate degree in a technical subject
* Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
* Track record of going above-and-beyond expectations to achieve outstanding results
* Field sales experience in embedded Linux, embedded software, or enterprise software
* Track record of achievement of sales targets and large account wins
* Passion for technology evidenced by personal projects and initiatives
* The work ethic and confidence to shine alongside motivated colleagues
* Professional written and spoken English with excellent presentation skills
* Experience with Linux (Debian or Ubuntu preferred)
* Excellent interpersonal skills, curiosity, flexibility, and accountability
* Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization
* Thoughtfulness and self-motivation
* Result-oriented, with a personal drive to meet commitments
* Ability to travel internationally twice a year, for company events up to two weeks long
* Willingness to travel up to 50% for customer meetings and industry events
* Ability to develop and execute territory sales plans
* Detail-oriented with effective follow-up
What we offer colleagues:
* 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
Canonical is an equal opportunity employer and 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.
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