Director of Enterprise Open Source Sales

4 weeks ago

Regina, Saskatchewan, Canada Canonical Full time

Company Overview: Canonical is a prominent provider of open source software and operating systems tailored for the global enterprise and technology sectors. Our flagship platform, Ubuntu, is extensively utilized in transformative enterprise projects, including public cloud, data science, artificial intelligence, engineering innovation, and the Internet of Things (IoT). We serve a diverse clientele, including leading public cloud and silicon providers, as well as industry frontrunners across various sectors.

Position Summary: We are in the process of expanding our global enterprise sales organization and are seeking regional sales directors across Europe, the Middle East, Africa, Latin America, Central America, and North America. Each director will oversee multiple teams consisting of five to ten enterprise sales representatives.

Our Mission: We aim to enhance the adoption and quality of open source solutions worldwide, aspiring to deliver the highest volume of software globally. As the enterprise software industry undergoes a significant transformation driven by open source innovation, we strive to be the leading force in this evolution.

Customer Engagement: Our clientele includes Global 500 enterprises and innovative startups. We are broadening our product offerings from the core operating system, Ubuntu, to comprehensive enterprise solutions encompassing infrastructure and applications. Our unique capabilities allow us to provide a wide array of solutions, including software-defined storage, private cloud systems, container environments, databases, and analytics.

Sales Team Development: In building our sales team, we prioritize the following attributes:

  • Customer Empathy: A deep understanding of customer needs and industry-specific challenges.
  • Intellectual Agility: The ability to quickly grasp complex subjects and communicate effectively.
  • Technological Passion: A keen interest in cutting-edge technologies and competitive landscapes.
  • Collaborative Spirit: A commitment to teamwork and supporting colleagues across various disciplines.
  • Motivational Energy: The drive to inspire oneself and others to achieve optimal results.

Role Responsibilities: The successful candidate will be responsible for:

  • Developing and executing a strategic territory plan.
  • Assigning accounts to sales representatives and ensuring high-quality account plans.
  • Identifying and prioritizing new business opportunities within the territory.
  • Monitoring pipeline development through outreach and local marketing initiatives.
  • Supporting contract negotiations to meet quarterly and annual sales targets.
  • Collaborating with customer success teams to uncover growth opportunities.
  • Maintaining accurate pipeline data and forecasts using professional tools.

Candidate Profile: We are looking for individuals with:

  • A Bachelor's degree, preferably in engineering or computer science.
  • Proven leadership and management skills.
  • Experience with open source technologies and solutions.
  • Strong planning, organization, and reporting abilities.
  • A successful track record in enterprise software sales.
  • Self-discipline and motivation to excel in a distributed team environment.
  • Proficiency in professional English and any relevant languages for the target market.
  • The willingness to travel for client engagements and industry events.

Additional Skills: Experience in specific verticals such as finance, telecommunications, healthcare, energy, public sector, or technology is advantageous. Speaking at conferences or industry events is also a plus.

What We Offer: Canonical provides a competitive compensation package, including:

  • On-target earnings ranging from USD 300k to USD 450k.
  • A flexible work environment with biannual team meetings.
  • A personal learning and development budget of USD 2,000 annually.
  • Annual compensation reviews and performance-based incentives.
  • Comprehensive benefits, including maternity and paternity leave.

About Canonical: As a leader in the open source movement, Canonical is dedicated to fostering a diverse and inclusive workplace. We believe that a variety of experiences and perspectives enrich our work environment and enhance our products. We are committed to providing equal opportunities to all applicants.

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