Embedded IoT

Embedded IoT / Edge Solutions Sales Representative, Manager and DirectorCanonical 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.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.Ubuntu adoption provides a credible basis for conversations in the market. Our product managers and marketing teams run campaigns to generate awareness, engagement, and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You will need judgment as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest. We expect professional practice, territory and account planning, as well as clear, complete, and continuous reporting on pipeline status and activity, using standard professional tools.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. They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise.Location: We are growing our sales reach in all regions - EMEA, APAC, and Americas.The role entailsBuilding and executing a territory plan to prioritize leading security-focused brands and manufacturersWorking with marketing to promote our brand and increase market awareness in prioritized accountsDeveloping pipeline through outreach, prospecting, local marketing, and industry eventsClosing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectivesManaging customer relationships and interactions through all stages of the sales cycleWorking with IoT Field Engineers to understand customer requirements and ensure customer satisfactionMaintaining accurate data and forecasts within SalesforceEstablishing productive professional relationships with key influencers and decision-makersCoordinating with colleagues, including support, delivery, and managementWhat we are looking for in youExceptional academic track record from both high school and universityUndergraduate degree in a technical subjectConfidence to respectfully speak up, exchange feedback, and share ideas without hesitationTrack record of going above-and-beyond expectations to achieve outstanding resultsField sales experience in embedded Linux, embedded software, or enterprise softwareTrack record of achievement of sales targets and large account winsPassion for technology evidenced by personal projects and initiativesThe work ethic and confidence to shine alongside motivated colleaguesProfessional written and spoken English with excellent presentation skillsExperience with Linux (Debian or Ubuntu preferred)Excellent interpersonal skills, curiosity, flexibility, and accountabilityAppreciative of diversity, polite, and effective in a multi-cultural, multi-national organizationThoughtfulness and self-motivationResult-oriented, with a personal drive to meet commitmentsAbility to travel internationally twice a year, for company events up to two weeks longWillingness to travel up to 50% for customer meetings and industry eventsAbility to develop and execute territory sales plansDetail oriented with effective follow-upWhat we offer colleaguesDistributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company eventsAbout CanonicalCanonical 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 employerWe 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.Seniority levelEntry levelEmployment typeFull-timeJob functionSales and Business DevelopmentIndustriesSoftware Development #J-18808-Ljbffr