Canonical is 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. 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 roles based in offices. 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 our global enterprise sales organization. We are hiring regional sales directors in Europe, Middle East, Africa, Latin America, Central America, and North America, each of whom will be responsible for several teams of five to ten enterprise sales representatives.
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. 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.
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
What your day will look like:
Build and execute a territory plan to prioritize outreach and prospecting
Allocate portions of territory and accounts to sales representatives on your team
Identify and prioritize new logo accounts in your territory for account-based marketing and prospecting
Ensure that sales representatives have high-quality account plans for existing accounts and priority prospects
Monitor new pipeline development by your team, through outreach, prospecting, local marketing, and industry events
Support contract closure to meet and exceed quarterly and annual bookings targets
Be mindful and proactive in achieving tactical and strategic objectives
Work with customer success to identify growth opportunities
Ensure your team maintains accurate pipeline data and forecasts within Salesforce
Represent the company, its solutions, and software
What we are looking for in you:
Bachelor's level degree, preferably in engineering or computer science
Leadership and management skill
Experience of open source technology and solutions
Detail-oriented with effective planning, organization, and reporting skills
Experience in enterprise software or technology sales planning and execution
Track record of achievement in sales targets and new account wins
Self-discipline and motivation to be successful in a distributed team
Professional written and spoken English, as well as any language that may be appropriate for your target market
Ability to travel for customer engagements, industry events, and company events
What we offer you:
On-target earnings between USD 300k and USD 450k
Distributed work environment with twice-yearly team meetings 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
Canonical is a pioneering tech firm at the forefront of the global move to open source. We expect excellence - in order to succeed, we need to be the best at what we do. Canonical has been a fully distributed company since its 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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