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Enterprise Open Source Sales Director

2 months ago

St John's, Newfoundland and Labrador, Canada Canonical - Jobs Full time

**Regional Sales Director**

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.

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 customers include Global 500 enterprises and startups. We are expanding our product range from the base operating system - Ubuntu - to full enterprise solutions in infrastructure and applications.

Canonical provides 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 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 are looking for five things in 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.

The successful candidate will carry an annual team bookings quota within their territory. They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year.

**Responsibilities**

  • 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 prioritise 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 maintain accurate pipeline data and forecasts within Salesforce
  • Represent the company, its solutions and software

**Requirements**

  • 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, organisation and reporting skill
  • 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

**Additional Skills of Interest**

  • Specific vertical experience, in particular finance, telco, health, energy, public sector, tech
  • Experience speaking at conferences or industry events

**What We Offer**

  • 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

**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 on a daily basis.

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.