OverviewCanonical 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 1200+ 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.We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors 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 looking for candidates who are technically skilled and familiar with embedded Linux and RTOS.
We are expanding in all time zones, so we can accommodate candidates from almost any country as long as they have reasonable business access to a substantial market territory in person.
As we grow our teams, we will also hire Sales Team Managers and Regional Sales Directors.
Please continue with this process if your goal is a management leadership position.The server edition of Ubuntu is already very widely used in connected devices and industrial PCs.
Our newer edition of Ubuntu for IoT, called Ubuntu Core, represents the state of the art in security and resilience for high-end appliances and equipment.
Our customers include global brands in consumer and industrial electronics, as well as automotive and robotics.
We continue to expand our range of offerings to bring our security, management, and developer experience to the smallest Linux environments and devices.
We recently added a real-time Linux capability and are working towards a range of certifications for these offerings.
Together, this portfolio is Linux reinvented for optimal reliability, security, developer productivity, and footprint.
Responsibilities
This is a prospecting sales and strategic account development role and 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.
You should also be familiar with at least one of our priority sectors.
Building and executinge 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
Closinge contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
Managinge 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
Coordinatinge 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
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.
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
About Canonical
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 of software.
We recruit on a global basis and set a very high standard for people joining the company.
We expect excellence; in order to succeed, we need to be the best at what we do.
Most colleagues at Canonical have worked from home since our inception in 2004.
Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are 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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