Embedded IoT

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 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. Canonical is founder-led, profitable, and growing. We are growing our sales teams in embedded IoT / Edge and are hiring for roles at individual contributor, manager, and director levels to expand our reach in mission-critical industries such as Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, and 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. We will also hire Sales Team Managers and Regional Sales Directors as we scale. The Ubuntu server edition is widely used in connected devices and industrial PCs. Our newer 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, automotive, and robotics. We continue to expand our offerings to improve security, management, and developer experience for small Linux environments and devices. We recently added real-time Linux capability and are pursuing certifications for these offerings. Together, this portfolio is Linux reinvented for 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, including departments developing embedded software and IoT devices. You should also be familiar with at least one of our priority sectors. Our goal is to offer broad security compliance and support for all open-source solutions from a single company. Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training for customers deploying Ubuntu or open-source applications on the cloud, in data centers, or in the connected device and IoT ecosystem. We are distributed globally, with leadership across many countries, and we value diverse, exceptional leaders who can build a high-performing enterprise software company. We hire carefully and deliberately; the selection process is long and requires substantial work from applicants. It can take three to six months to secure an offer. This is not a role for someone in a rush; it is a long-term opportunity for ambitious individuals who understand the rise of open source and the drivers of enterprise procurement and decision-making. Canonical sets a high bar for hiring and performance, and offers an environment that promotes teamwork, diligence, collaboration, and effectiveness. 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 business problems High intellect - the ability to learn quickly, understand complex subjects, and communicate clearly Passion for technology - fascination with the state of the art and competition for large prizes Teamwork - willingness to help others and collaborate across disciplines Energy - drive to motivate oneself and others Ubuntu adoption provides a credible basis for conversations in the market. You will need to go beyond inbound interest to develop potential in your territory, with judgment on industries and companies ready to adopt open source and Canonical. You will be expected to perform professional territory and account planning, and to maintain clear, complete, and continuous pipeline reporting using standard tools. The successful candidate will carry an annual bookings quota within their assigned territory. They should be able to travel regionally for client engagement and industry events, and internationally for company events twice a year. They must demonstrate professionalism and effectiveness, prospect for new business, maintain and develop 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 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 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 Appreciation of diversity, politeness, and effectiveness 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 We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually to recognize performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. 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, 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 and provide an environment that promotes thinking differently, working smarter, and learning new skills. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and backgrounds 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