Embedded IoT / Edge Solutions Sales Representative, Manager and Director
Canonical Sevilla La Nueva, Community of Madrid, Spain
Join or sign in to find your next job
Join to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director role at Canonical
Embedded IoT / Edge Solutions Sales Representative, Manager and Director
Canonical Sevilla La Nueva, Community of Madrid, Spain
5 days ago Be among the first 25 applicants
Join to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director role at Canonical
Get AI-powered advice on this job and more exclusive features.
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 such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. We are a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and few office-based roles. Teams meet a few times a year in interesting locations worldwide to align on strategy and execution.
The company is founder-led, profitable, and growing.
We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled and familiar with embedded Linux and RTOS. We are expanding globally, so candidates from almost any country with reasonable market access are welcome. As we grow, we will also hire Sales Team Managers and Regional Sales Directors. If your goal is a management leadership position, please continue with this process.
Our Ubuntu server edition is widely used in connected devices and industrial PCs. The newer Ubuntu Core edition offers advanced security and resilience for high-end appliances and equipment. Our customers include global brands in electronics, automotive, and robotics. We continuously expand our offerings to bring security, management, and developer tools to small Linux environments and devices, including real-time Linux capabilities and certifications. Our portfolio aims for Linux to be reliable, secure, and efficient.
This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on your ability to position and sell open source, services, and software solutions to all organizational levels, especially departments developing embedded software and IoT devices. Familiarity with at least one of our priority sectors is desired.
Customers value the ability to get security compliance and support for open source from a single provider. Our goal is to offer more solutions than any other vendor across all clouds, compute types, and applications. Canonical provides licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications on cloud, data centers, and IoT ecosystems. We are on a steady growth path, mostly distributed, with leadership across many countries. We believe talent is globally distributed, and we aim to hire, develop, and promote a diverse, exceptional team to build the best enterprise software company.
Our hiring process is careful and deliberate; it can take three to six months to secure an offer. This role is suited for ambitious, long-term thinkers who understand the rise of open source and enterprise procurement drivers. We set high standards for hiring and performance, selecting for ability and character, and fostering teamwork, diligence, and collaboration. We are committed to excellence and willing to be uncomfortable to achieve it.
In building our sales team, we look for five qualities:
* Empathy for customers — understanding needs, challenges, and a desire to solve business problems
* High intellect — ability to learn quickly, grasp complex subjects, and communicate clearly
* Passion for technology — fascination with cutting-edge solutions and competition
* Teamwork — willingness to collaborate and balance personal and team goals
* Energy — motivation to achieve results for team and customers
Ubuntu's widespread adoption provides a solid base for market conversations. However, building on that requires effort to develop trusted, profitable relationships. You will need judgment to identify industries and companies ready for deeper engagement, and energy to develop relationships proactively. You are expected to practice professional account planning, pipeline management, and activity reporting using standard tools.
The successful candidate will carry an annual bookings quota within their territory, be able to travel regionally and internationally, and demonstrate professionalism in prospecting, maintaining, and developing relationships. Selling enterprise software, open source, cloud, virtualization, and container solutions to senior enterprise levels is essential.
Location: We are expanding sales in EMEA, APAC, and the Americas.
The role entails:
* Building and executing territory plans targeting security-focused brands and manufacturers
* Collaborating with marketing to boost brand awareness in key accounts
* Developing pipeline through outreach, prospecting, local marketing, and industry events
* Closing contracts to meet and exceed bookings and strategic goals
* Managing customer relationships throughout the sales cycle
* Working with IoT Field Engineers to understand and ensure customer satisfaction
* Maintaining accurate data and forecasts in Salesforce
* Building relationships with key influencers and decision-makers
* Coordinating with colleagues across support, delivery, and management
What we look for:
* Strong academic background in high school and university
* Degree in a technical field
* Confidence in sharing ideas and giving feedback
* Proven success in sales, especially in embedded Linux, embedded software, or enterprise software
* Track record of achieving sales targets and large wins
* Passion for technology, demonstrated through personal projects
* Work ethic and confidence to excel with motivated colleagues
* Excellent English communication and presentation skills
* Experience with Linux (Debian or Ubuntu preferred)
* Strong interpersonal skills, curiosity, flexibility, accountability
* Appreciation for diversity, politeness, and effectiveness in multicultural settings
* Self-motivation and thoughtfulness
* Result-oriented mindset with personal drive
* Willingness to travel internationally up to twice a year and locally up to 50%
* Ability to develop and execute sales plans
* Attention to detail and follow-up skills
What we offer:
* Global, performance-based compensation with annual reviews
* Additional benefits aligned with our values and local needs
* Distributed work environment with biannual in-person team sprints
* Personal development budget of USD 2,000/year
* Recognition rewards, holiday leave, parental leave
* Wellness programs and travel opportunities
* Travel upgrades for company events
About Canonical:
Canonical pioneers open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, demanding excellence, and encourage innovative thinking, smarter work, and continuous learning. Working remotely since 2004, we challenge you to think differently and grow your skills.
Canonical is an equal opportunity employer:
We promote diversity and provide fair consideration regardless of background or identity.
#J-18808-Ljbffr