Canonical
Embedded IoT / Edge Solutions Sales Representative, Manager and Director
Canonical, Seattle, Washington, us, 98127
Embedded IoT / Edge Solutions Sales Representative, Manager and 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 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. Canonical is founder-led, profitable, and growing, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person to align on strategy and execution. 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 with 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 Ubuntu server edition is widely used in connected devices and industrial PCs. Our Ubuntu Core edition 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 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 toward 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. Customers love the idea that they can get security compliance and support for everything open source from a single company. Our goal is to have more solutions on tap than any other vendor, and we have built unique capabilities to make that possible across every cloud, every class of compute, and every category of application. 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 their data center, or to the connected device and IoT ecosystem. We are on a steady but relentless growth trajectory. We are almost entirely distributed, with leadership spread across many countries. We believe that talent is equally distributed across the globe, and we are excited to hire, develop, promote, and ultimately trust a diverse group of exceptional leads to build the best, not biggest, enterprise software company. We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It may 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 long-term in your thinking about your career and the dynamics which move the world forward. If you see clearly the rise of open source, and you understand the drivers of enterprise procurement and technical decision-making, then you will understand why Canonical has such a tremendous long-term advantage. You will also understand, given the ferocity of competition and the challenges of competing in a market of giants, that we have to set a very high bar for hiring and performance. In order to be a world-leading company, we select for exceptional ability as well as character, and then provide an environment that promotes teamwork and celebrates diligence, collaboration, and effectiveness. All of those are easy to say but hard to do - at Canonical we are willing to be uncomfortable in pursuit of that excellence. What we look for 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 complex subjects, and communicate clearly to build trust and confidence Passion for technology - a fascination with cutting-edge solutions and a drive to win large opportunities Teamwork - willingness to collaborate across disciplines and balance personal and team ambitions Energy - the drive to motivate oneself and others to achieve the best results The role and responsibilities
Ubuntu is widely adopted, and this role requires turning adoption into trusted, profitable relationships with brands in your territory. You will work with product managers and marketing, but you will need to go beyond inbound interest to develop your territory. You will exercise judgment to identify industries and companies ready to adopt open source and Canonical, and you will maintain professional practice, territory and account planning, and reporting on pipeline and activity using standard tools. The successful candidate will carry an annual bookings quota within their assigned territory and may travel regionally for client engagement, industry conferences, and international company events. What you will do
Build and execute a territory plan to prioritize security-focused brands and manufacturers Collaborate with marketing to promote our brand and increase market awareness in prioritized accounts Develop pipeline through outreach, prospecting, local marketing, and industry events Close contracts to meet and exceed quarterly and annual bookings targets Manage customer relationships through all stages of the sales cycle Work with IoT Field Engineers to understand customer requirements and ensure satisfaction Maintain accurate data and forecasts in Salesforce Establish productive relationships with key influencers and decision-makers Coordinate with colleagues across support, delivery, and management What we are looking for in you
Exceptional academic record from high school and university Undergraduate degree in a technical subject Confident in speaking up, exchanging feedback, and sharing ideas Track record of achieving outstanding results Field sales experience in embedded Linux, embedded software, or enterprise software Track record of sales targets and large account wins Passion for technology demonstrated by personal projects Strong work ethic and confidence to collaborate with motivated colleagues Professional English skills with excellent presentation ability Experience with Linux (Debian or Ubuntu preferred) Excellent interpersonal skills, curiosity, flexibility, and accountability Appreciation of diversity and ability to work in a multi-cultural environment Thoughtfulness and self-motivation Result-oriented and able to meet commitments Ability to travel internationally up to twice a year for company events 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
Our compensation varies by location, experience, and performance. We review compensation annually and offer a performance-driven annual bonus or commission. We provide additional benefits aligned with our values. We balance programs to meet local needs and ensure global fairness. Distributed work environment with twice-yearly in-person team sprints 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 & Wellness Platform Opportunities to travel to new locations to meet colleagues 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 behind Ubuntu, a major open-source project powering AI, IoT, and the cloud, we recruit globally and set high standards for new hires. Most colleagues have worked from home since our inception in 2004. Working at Canonical challenges 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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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 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. Canonical is founder-led, profitable, and growing, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person to align on strategy and execution. 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 with 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 Ubuntu server edition is widely used in connected devices and industrial PCs. Our Ubuntu Core edition 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 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 toward 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. Customers love the idea that they can get security compliance and support for everything open source from a single company. Our goal is to have more solutions on tap than any other vendor, and we have built unique capabilities to make that possible across every cloud, every class of compute, and every category of application. 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 their data center, or to the connected device and IoT ecosystem. We are on a steady but relentless growth trajectory. We are almost entirely distributed, with leadership spread across many countries. We believe that talent is equally distributed across the globe, and we are excited to hire, develop, promote, and ultimately trust a diverse group of exceptional leads to build the best, not biggest, enterprise software company. We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It may 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 long-term in your thinking about your career and the dynamics which move the world forward. If you see clearly the rise of open source, and you understand the drivers of enterprise procurement and technical decision-making, then you will understand why Canonical has such a tremendous long-term advantage. You will also understand, given the ferocity of competition and the challenges of competing in a market of giants, that we have to set a very high bar for hiring and performance. In order to be a world-leading company, we select for exceptional ability as well as character, and then provide an environment that promotes teamwork and celebrates diligence, collaboration, and effectiveness. All of those are easy to say but hard to do - at Canonical we are willing to be uncomfortable in pursuit of that excellence. What we look for 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 complex subjects, and communicate clearly to build trust and confidence Passion for technology - a fascination with cutting-edge solutions and a drive to win large opportunities Teamwork - willingness to collaborate across disciplines and balance personal and team ambitions Energy - the drive to motivate oneself and others to achieve the best results The role and responsibilities
Ubuntu is widely adopted, and this role requires turning adoption into trusted, profitable relationships with brands in your territory. You will work with product managers and marketing, but you will need to go beyond inbound interest to develop your territory. You will exercise judgment to identify industries and companies ready to adopt open source and Canonical, and you will maintain professional practice, territory and account planning, and reporting on pipeline and activity using standard tools. The successful candidate will carry an annual bookings quota within their assigned territory and may travel regionally for client engagement, industry conferences, and international company events. What you will do
Build and execute a territory plan to prioritize security-focused brands and manufacturers Collaborate with marketing to promote our brand and increase market awareness in prioritized accounts Develop pipeline through outreach, prospecting, local marketing, and industry events Close contracts to meet and exceed quarterly and annual bookings targets Manage customer relationships through all stages of the sales cycle Work with IoT Field Engineers to understand customer requirements and ensure satisfaction Maintain accurate data and forecasts in Salesforce Establish productive relationships with key influencers and decision-makers Coordinate with colleagues across support, delivery, and management What we are looking for in you
Exceptional academic record from high school and university Undergraduate degree in a technical subject Confident in speaking up, exchanging feedback, and sharing ideas Track record of achieving outstanding results Field sales experience in embedded Linux, embedded software, or enterprise software Track record of sales targets and large account wins Passion for technology demonstrated by personal projects Strong work ethic and confidence to collaborate with motivated colleagues Professional English skills with excellent presentation ability Experience with Linux (Debian or Ubuntu preferred) Excellent interpersonal skills, curiosity, flexibility, and accountability Appreciation of diversity and ability to work in a multi-cultural environment Thoughtfulness and self-motivation Result-oriented and able to meet commitments Ability to travel internationally up to twice a year for company events 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
Our compensation varies by location, experience, and performance. We review compensation annually and offer a performance-driven annual bonus or commission. We provide additional benefits aligned with our values. We balance programs to meet local needs and ensure global fairness. Distributed work environment with twice-yearly in-person team sprints 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 & Wellness Platform Opportunities to travel to new locations to meet colleagues 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 behind Ubuntu, a major open-source project powering AI, IoT, and the cloud, we recruit globally and set high standards for new hires. Most colleagues have worked from home since our inception in 2004. Working at Canonical challenges 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