Embedded IoT / Edge Solutions Sales Representative, Manager and DirectorJoin to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director role at CanonicalCanonical 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 enterprise initiatives such as public cloud, data science, AI, engineering, and IoT. Our customers include major public cloud and silicon providers, along with industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries and few office-based roles. Teams meet periodically in interesting locations worldwide 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 in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled and familiar with embedded Linux and RTOS. We are expanding globally, so candidates from nearly any country with access to a substantial market are welcome. As we grow, we will also hire Sales Team Managers and Regional Sales Directors. If your goal is a management leadership position, please continue with the process.Our Ubuntu editions, including Ubuntu Core for IoT, are at the forefront of security and resilience for high-end appliances and equipment. Our customers include global brands in electronics, automotive, and robotics. We are expanding our offerings to enhance security, management, and developer experience across small Linux environments and devices, including new real-time Linux capabilities and certifications. Our portfolio aims for reliability, security, developer productivity, and footprint optimization.This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on your ability to position and sell open source, services, and software solutions within organizations, especially to departments developing embedded software and IoT devices. Familiarity with at least one of our priority sectors is preferred.Customers value the ability to obtain security compliance and support for open source from a single provider. Our goal is to offer more solutions than any other vendor, across all clouds, compute types, and applications. Canonical provides enterprise software, support, managed services, consulting, and training for deployments on cloud, data centers, and connected devices. We are experiencing steady growth with a mostly distributed team across many countries, emphasizing diversity and talent worldwide.Our hiring process is deliberate and thorough, often taking three to six months. This is suitable for ambitious, long-term career-oriented candidates who understand the rise of open source and enterprise procurement drivers. We seek exceptional ability and character, fostering teamwork, diligence, and collaboration. We value high standards and are committed to excellence, even if it means discomfort.In building our sales team, we look for:Empathy for customer needs and industry challengesHigh intellect and quick learning abilityPassion for technology and innovationTeamwork and collaboration skillsEnergy and motivationUbuntu's widespread adoption provides a strong market base, but success requires effort to develop profitable relationships. You will need judgment to identify promising industries and companies, with proactive relationship-building and professional pipeline management using standard tools.The role includes carrying an annual bookings quota, traveling regionally and internationally, and working with colleagues and partners on strategy. Selling enterprise software, open source, cloud, virtualization, and container technologies to senior enterprise levels is essential.Location: We are expanding in EMEA, APAC, and the Americas.Key responsibilities:- Building and executing a territory plan- Collaborating with marketing to increase awareness- Developing pipeline through outreach and events- Closing contracts to meet sales targets- Managing customer relationships- Working with IoT engineers to ensure satisfaction- Maintaining accurate data in Salesforce- Building relationships with key decision-makers- Coordinating with internal teamsCandidate requirements:- Strong academic record and technical degree- Confidence in communication and feedback- Proven sales achievement in embedded Linux/software- Passion for technology and personal projects- Excellent English skills and interpersonal abilities- Experience with Linux (Debian/Ubuntu)- Willingness to travel up to 50%, including international trips- Ability to develop sales plans and follow through with detailWhat we offer:- Distributed work environment with biannual in-person sprints- Learning and development budget of USD 2,000/year- Regular compensation reviews and bonuses- Benefits reflecting our values, including leave, parental leave, wellness programs, and travel opportunitiesAbout Canonical: We are a pioneering open-source company, publisher of Ubuntu, transforming software worldwide. We hire globally, expect excellence, and promote a high standard of performance and character. Working here means thinking differently, working smarter, and continuous learning.Canonical is an equal opportunity employer. We value diversity and are committed to fair consideration of all applications.
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