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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 very 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. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
The company is founder-led, profitable, and growing.
We are hiring IoT Sales Representatives 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 as long as they have reasonable business access to a substantial market territory in person.
This is a prospecting sales and strategic account development role and requires energy, ambition, and focus. In order 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.
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.
What your day will look like:
Build and execute a territory plan to prioritise leading security-focused brands and manufacturers.
Work 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 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.
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 organisation.
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.
Employee Assistance Programme.
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 - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its 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.
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