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 + 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 globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics. We are continually enhancing this portfolio with features like real-time Linux capability and pursuing various certifications, representing Linux reinvented for optimal reliability, security, developer productivity, and footprint. We seek technically skilled professionals familiar with embedded Linux and RTOS.
This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions. Leveraging Ubuntu's market adoption, the work requires actively building trusted and profitable commercial relationships, developing the potential of your territory beyond managing inbound interest. This involves prospecting new business, maintaining existing relationships, and working with colleagues on account strategy. Candidates must be effective in selling complex technical solutions, including enterprise software, cloud, virtualization, and container technologies, to senior levels of the enterprise and departments focused on embedded software and IoT devices. Professional practice, clear account planning, continuous pipeline reporting, and the ability to travel regionally for client engagement and internationally for company events twice a year are expected.
Location: We are growing our sales reach with remote roles in all regions - EMEA, APAC, and Americas; and office based roles in Taipei, Taiwan.
The role entails
1. Building and executing a territory sales plan to prioritize leading security-focused brands and manufacturers
2. Working with marketing to promote our brand and increase market awareness in prioritized accounts
3. Developing pipeline through outreach, prospecting, local marketing, and industry events
4. Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
5. Managing customer relationships and interactions through all stages of the sales cycle
6. Working with Field Engineers to understand customer requirements and ensure customer satisfaction
7. Maintaining accurate data and forecasts within Salesforce
8. Establishing productive professional relationships with key influencers and decision-makers
9. Coordinating with colleagues, including support, delivery, and management
What we are looking for in you
10. Exceptional academic track record from both high school and university
11. Undergraduate degree in a technical subject
12. Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
13. Track record of going above-and-beyond expectations to achieve outstanding results
14. Field sales experience in embedded Linux, embedded software, or enterprise software
15. Track record of achievement of sales targets and large account wins
16. Professional written and spoken English with excellent presentation skills
17. Experience with Linux (Debian or Ubuntu preferred)
18. Excellent interpersonal skills, curiosity, flexibility, and accountability
19. Result-oriented, with a personal drive to meet commitments
20. Ability to travel internationally twice a year, for company events up to two weeks long
21. Willingness to travel up to 50% for customer meetings and industry events
22. Detail oriented with effective follow-up
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.
23. Distributed work environment with twice-yearly team sprints in person
24. Personal learning and development budget of USD 2, per year
25. Annual compensation review
26. Recognition rewards
27. Annual holiday leave
28. Maternity and paternity leave
29. Team Member Assistance Program & Wellness Platform
30. Opportunity to travel to new locations to meet colleagues
31. Priority Pass and travel upgrades for long-haul company events