PpJoin to apply for the bChief Revenue Officer /b role at bCanonical /b /ppCanonical 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. /ppOur business opportunity is significant; we can deliver both infrastructure and business applications to the enterprise market. As companies refresh their data centers, our goal is to be the platform for cloud and apps. /ppThe company is founder led, profitable and growing. We are hiring a bChief Revenue Officer /b, to lead our enterprise sales, sales development, partner, channel, alliance, customer success and field engineering teams. /ppSuccess in this role depends on both operational and inspirational leadership. We see the role as program, process and metric oriented, with leadership and charisma being necessary but not sufficient. /ppPerhaps unusually we are looking for a leader bwho is insightful and passionate about the impact of open source in the world /b. /ppAs Chief Revenue Officer you will be accountable for: /pulliGo-to-market strategy - prioritize sectors and markets, identify organisational gaps and lead hiring to close them /liliPlanning - challenge individual teams to develop appropriate, ambitious but sustainable execution plans and metrics with cascading goals and targets /liliExecution - review relevant data and correct course where needed on a monthly, quarterly, and annual basis /liliSponsorship - support leaders to close large ($10M+ ARR) deals with global-10k enterprises and large, complex, global tech sector partners /liliInsight - capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical /liliStaffing - supervise the Canonical recruitment, selection and onboarding processes in your organisation /liliProductivity - design and lead career and skills development together with continuous improvement in your organisation /liliCulture - select for, and invest in, transparent communications, accountability trust, and the work ethic needed for success /liliInspirational leadership - demonstrate and cultivate passion for Canonical's mission, for customers and the market /li /ulpThe successful candidate will lead our revenue organisation, consisting of: /ppbDirect enterprise sales /b /pulliSet high expectations of sales ability, readiness, performance and results /liliHire sales leaders, and set expectations for hiring effectiveness and results in the org /liliWork with sales leaders to build annual targets and plans by region, sector and product /liliEnsure accurate reporting and status on prospects and opportunities /liliReview progress, metrics and results on a weekly, monthly and quarterly basis /liliLead for high quality customer engagement and commitment to customer delight /li /ulpbAlliances, channels and partnerships /b /pulliISVs who embed Ubuntu and Canonical open source /liliIHVs (Dell, HP, Lenovo etc) who certify and preinstall Ubuntu and deliver solutions /liliSilicon providers (Intel, Nvidia, Qualcomm, Mediatek etc) who optimise open source for their new offerings /liliCloud partners and customers who build ecosystems, products and communities based on Ubuntu /liliVAR, GSI and distribution partnerships /li /ulpbSector go-to-market /b /ppCurrently, sector GTM leads report to the VP Alliances, but the overall sector strategy and execution will be a CRO responsibility and the organisation structure will be determined by them. /ppbField engineering /b /ppOur field engineering organisation is more than a traditional pre-sales or solution architect team, they are expert implementers with a commitment to deliver what they themselves promise. /ppbCustomer success /b /ppOur Head of Customer Success will report to the CRO. This is a new organisation but has already made significant progress in establishing processes and relationships, we expect to grow this capability as we expand our portfolio and move deeper into solution sales. /ppbPotentially, revenue operations ("sales ops") /b /pulliEnsure correct reporting of pipeline and progress /liliEnsure contracting processes and terms meet agreed standards /liliAgree variances through commercial reviews with company leadership /liliRecognise and reward salespeople and leaders with MBO goals and compensation plans /li /ulpRequired experience: /pulliUniversity degree, preferably in CS or STEM with additional business disciplines or degrees /liliProgressive operational and leadership experience in high growth, recurring revenue, and global technology firm /liliExperience leading a sales, partnership or field engineering organization to maturity and world class performance /liliExperience and deep insights into the enterprise software and infrastructure markets /li /ulpbAdditional Skills And Experience We Value /b /pulliSoftware engineering and architecture experience or skills /liliSoftware industry insights on trends, strategy and competition /liliInsight into open source history, dynamics, strategy and competition /li /ulpWhat we offer you /pulliDistributed work environment with twice-yearly team sprints in person /liliPersonal learning and development budget of USD 2,000 per year /liliAnnual compensation review /liliRecognition rewards /liliAnnual holiday leave /liliMaternity and paternity leave /liliEmployee Assistance Programme /liliOpportunity to travel to new locations to meet colleagues /liliPriority Pass, and travel upgrades for long haul company events /li /ulpCanonical is an equal opportunity employer /ppWe are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. /p /p #J-18808-Ljbffr