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 1000+ colleagues in 70+ 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 IoT Sales Representatives 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.
This is a prospecting sales and strategic account development role and requires energy, ambition, and focus. In order to be successful, you must be comfortable positioning and selling open source, services, and software solutions to all levels of an organization, specifically to departments that are developing embedded software and IoT devices. You should also be familiar with at least one of our priority sectors.
In building our sales team, we look for five things:
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
The successful candidate will carry an annual bookings quota within their assigned territory. They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year. They will be expected to demonstrate professionalism and effectiveness, to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy.
Location: We are growing our sales reach in all regions - EMEA, APAC, and Americas.
What your day will look like:
Build and execute a territory plan to prioritise leading security-focused brands and manufacturers
Work with marketing to promote our brand and increase market awareness in prioritized accounts
Develop pipeline through outreach, prospecting, local marketing, and industry events
Close contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
Manage customer relationships and interactions through all stages of the sales cycle
Work with IoT Field Engineers to understand customer requirements and ensure customer satisfaction
Maintain accurate data and forecasts within Salesforce
Establish productive professional relationships with key influencers and decision makers
Coordinate 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 organisation
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
Employee Assistance Programme
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.
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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