Job Title: Sales Professional for Enterprise Software Solutions
About Us
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 on a daily basis.
We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers.
We aim to be the most compelling way to ride the tidal wave of open source innovation, which is the next phase of the entire enterprise software industry. Our customers include Global 500 enterprises and startups.
Our Mission
Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores.
We provide licensed enterprise software products, commercial support, managed services, consulting and training services to customers who are deploying Ubuntu or open source applications on the cloud, in their data center, or to the connected device and IoT ecosystem.
We are almost entirely distributed, with leadership spread across many countries. We believe that talent is equally distributed across the globe, and we are excited to hire, develop, promote and ultimately trust a diverse group of exceptional leads to build the best, not biggest, enterprise software company.
What We're Looking For
We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer.
We look for five things in building our sales team:
* Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
* High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
* Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
* Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
* Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers
Ubuntu is already very widely adopted which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory.
Your Day Will Look Like This
You will represent the company, its solutions and software, in your territory.
You will build and execute a territory plan to prioritize outreach and prospecting.
You will develop new pipeline through outreach, prospecting, local marketing, and industry events.
You will close contracts to meet and exceed quarterly and annual bookings targets.
You will manage customer relationships and interactions through all stages of the sales cycle.
You will work with field engineers to propose solutions that solve our customers' business problems.
You will work with customer success to identify growth opportunities.
You will maintain accurate pipeline data and forecasts within Salesforce.
You will establish productive professional relationships with key influencers and decision makers.
What We Offer You
We consider geographical location, experience, and performance when 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 commission structure.
We provide all team members with additional benefits, which reflect our values and ideals.
* 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 Program
* Opportunity to travel to new locations to meet colleagues
* Priority Pass, and travel upgrades for long haul company events