Canonical
Embedded IoT / Edge Solutions Sales Representative, Manager and Director
Canonical, Boston, Massachusetts, us, 02298
Overview
Embedded IoT / Edge Solutions Sales Representative, Manager and Director
roles at Canonical Canonical is 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. This is a prospecting sales and strategic account development role with opportunities across all regions (EMEA, APAC, and Americas). We are expanding in all time zones, so candidates from almost any country can apply as long as they have reasonable business access to a substantial market territory in person. Our selection process is long and requires substantial work from applicants and may take three to six months to secure an offer. Ubuntu Server for IoT (Ubuntu Core) is our security-focused edition for high-end appliances and equipment. We serve global brands across consumer electronics, industrial electronics, automotive, and robotics. We continue to expand our offerings to deliver security, management, and developer experience to the smallest Linux environments and devices. We recently added a real-time Linux capability and are pursuing certifications for these offerings. This portfolio is Linux reinvented for reliability, security, developer productivity, and footprint. This is a prospecting sales and strategic account development role that requires energy, ambition, and focus. You must be comfortable positioning and selling open source, services, and software solutions to all levels of an organization, including departments developing embedded software and IoT devices. You should also be familiar with at least one of our priority sectors. We aim to supply security and open-source support from a single vendor across every cloud, compute class, and application category. Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training services to customers deploying Ubuntu or open source applications on the cloud, in data centers, or in the connected device and IoT ecosystem. We are growing steadily with a distributed, global team. We hire and develop global talent and emphasize diversity, inclusion, and merit. 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. This is not a place to apply if you are in a rush to find a position; it is a worthwhile place to apply if you are ambitious and think long-term about your career and the dynamics that move the world forward. If you see clearly the rise of open source and you understand enterprise procurement and technical decision-making, you will understand Canonical's long-term advantage. We set a high bar for hiring and performance and promote teamwork, diligence, collaboration, and effectiveness. Canonical is willing to be uncomfortable in pursuit of excellence. 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 Ubuntu is widely adopted, which provides a credible basis for conversations in the market. Our product managers and marketing teams generate awareness, engagement, and leads, but you will need to go beyond inbound interest to develop the potential of your territory. You will need judgment to identify which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships ahead of proven interest. We expect professional practice, territory and account planning, and 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, 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 entails : Building and executing a territory plan to prioritize leading security-focused brands and manufacturers Working with marketing to promote our brand and increase market awareness in prioritized accounts Developing pipeline through outreach, prospecting, local marketing, and industry events Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives Managing customer relationships and interactions through all stages of the sales cycle Working with IoT Field Engineers to understand customer requirements and ensure customer satisfaction Maintaining accurate data and forecasts within Salesforce Establishing productive professional relationships with key influencers and decision-makers Coordinating with colleagues, including support, delivery, and management What we are looking for in you : Exceptional academic track record from both high school and university Undergraduate degree in a technical subject Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation Track record of going above-and-beyond expectations to achieve outstanding results Field sales experience in embedded Linux, embedded software, or enterprise software Track record of achievement of sales targets and large account wins Passion for technology evidenced by personal projects and initiatives The work ethic and confidence to shine alongside motivated colleagues Professional written and spoken English with excellent presentation skills Experience with Linux (Debian or Ubuntu preferred) Excellent interpersonal skills, curiosity, flexibility, and accountability Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization Thoughtfulness and self-motivation Result-oriented, with a personal drive to meet commitments Ability to travel internationally twice a year, for company events up to two weeks long Willingness to travel up to 50% for customer meetings and industry events Ability to develop and execute territory sales plans Detail oriented with effective follow-up What we offer colleagues : Distributed work environment with twice-yearly team sprints 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 Team Member Assistance Program & Wellness Platform 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 of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; to succeed we need to be the best at what we do. Most colleagues 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 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. Seniority level
Entry level Employment type
Full-time Job function
Sales and Business Development Industries
Software Development
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Embedded IoT / Edge Solutions Sales Representative, Manager and Director
roles at Canonical Canonical is 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. This is a prospecting sales and strategic account development role with opportunities across all regions (EMEA, APAC, and Americas). We are expanding in all time zones, so candidates from almost any country can apply as long as they have reasonable business access to a substantial market territory in person. Our selection process is long and requires substantial work from applicants and may take three to six months to secure an offer. Ubuntu Server for IoT (Ubuntu Core) is our security-focused edition for high-end appliances and equipment. We serve global brands across consumer electronics, industrial electronics, automotive, and robotics. We continue to expand our offerings to deliver security, management, and developer experience to the smallest Linux environments and devices. We recently added a real-time Linux capability and are pursuing certifications for these offerings. This portfolio is Linux reinvented for reliability, security, developer productivity, and footprint. This is a prospecting sales and strategic account development role that requires energy, ambition, and focus. You must be comfortable positioning and selling open source, services, and software solutions to all levels of an organization, including departments developing embedded software and IoT devices. You should also be familiar with at least one of our priority sectors. We aim to supply security and open-source support from a single vendor across every cloud, compute class, and application category. Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training services to customers deploying Ubuntu or open source applications on the cloud, in data centers, or in the connected device and IoT ecosystem. We are growing steadily with a distributed, global team. We hire and develop global talent and emphasize diversity, inclusion, and merit. 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. This is not a place to apply if you are in a rush to find a position; it is a worthwhile place to apply if you are ambitious and think long-term about your career and the dynamics that move the world forward. If you see clearly the rise of open source and you understand enterprise procurement and technical decision-making, you will understand Canonical's long-term advantage. We set a high bar for hiring and performance and promote teamwork, diligence, collaboration, and effectiveness. Canonical is willing to be uncomfortable in pursuit of excellence. 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 Ubuntu is widely adopted, which provides a credible basis for conversations in the market. Our product managers and marketing teams generate awareness, engagement, and leads, but you will need to go beyond inbound interest to develop the potential of your territory. You will need judgment to identify which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships ahead of proven interest. We expect professional practice, territory and account planning, and 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, 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 entails : Building and executing a territory plan to prioritize leading security-focused brands and manufacturers Working with marketing to promote our brand and increase market awareness in prioritized accounts Developing pipeline through outreach, prospecting, local marketing, and industry events Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives Managing customer relationships and interactions through all stages of the sales cycle Working with IoT Field Engineers to understand customer requirements and ensure customer satisfaction Maintaining accurate data and forecasts within Salesforce Establishing productive professional relationships with key influencers and decision-makers Coordinating with colleagues, including support, delivery, and management What we are looking for in you : Exceptional academic track record from both high school and university Undergraduate degree in a technical subject Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation Track record of going above-and-beyond expectations to achieve outstanding results Field sales experience in embedded Linux, embedded software, or enterprise software Track record of achievement of sales targets and large account wins Passion for technology evidenced by personal projects and initiatives The work ethic and confidence to shine alongside motivated colleagues Professional written and spoken English with excellent presentation skills Experience with Linux (Debian or Ubuntu preferred) Excellent interpersonal skills, curiosity, flexibility, and accountability Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization Thoughtfulness and self-motivation Result-oriented, with a personal drive to meet commitments Ability to travel internationally twice a year, for company events up to two weeks long Willingness to travel up to 50% for customer meetings and industry events Ability to develop and execute territory sales plans Detail oriented with effective follow-up What we offer colleagues : Distributed work environment with twice-yearly team sprints 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 Team Member Assistance Program & Wellness Platform 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 of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; to succeed we need to be the best at what we do. Most colleagues 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 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. Seniority level
Entry level Employment type
Full-time Job function
Sales and Business Development Industries
Software Development
#J-18808-Ljbffr