Embedded IoT

Overview Embedded IoT / Edge Solutions Sales Representative, Manager and Director roles at Canonical. 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 enterprise initiatives across public cloud, data science, AI, engineering innovation, and IoT. We are hiring to expand our reach in mission-critical industries and to hire Sales Team Managers and Regional Sales Directors as we grow. This is a prospecting sales and strategic account development role requiring energy, ambition, and focus. Candidates should be comfortable selling open source, services, and software solutions to all levels of an organization, particularly departments developing embedded software and IoT devices. Location: We are growing our sales reach in all regions — EMEA, APAC, and Americas. We can accommodate candidates from many countries with reasonable business access to a substantial market territory in person. Responsibilities • Build and execute a territory plan to prioritize leading security-focused brands and manufacturers • Work with marketing to promote Canonical's 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 and achieve strategic objectives • Manage customer relationships and interactions through all stages of the sales cycle • Work with IoT Field Engineers to understand customer requirements and ensure customer satisfaction • Maintain accurate data and forecasts within Salesforce • Establish productive professional relationships with key influencers and decision-makers • Coordinate 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. 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. Equal opportunity employer 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 Referrals increase your chances of interviewing at Canonical by 2x #J-18808-Ljbffr