Overview
EMEA Sales Director, ISV Embedded Solutions
Canonical is hiring a Sales Director, ISV Embedded Solutions in various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. Location:
Multiple openings in the Americas and in EMEA time zones.
The company is a founder-led, profitable, and growing open source software provider with Ubuntu widely used in enterprise initiatives. Canonical supports ISV customers and alliances in building on Ubuntu and Ubuntu Pro to deliver fast, reliable, secure, compliant and consistent solutions. The role collaborates with Product, Alliances, Sales, Business Development, and Marketing to prospect ISV accounts and help partners or customers develop products that leverage Canonical’s portfolio.
Canonical offers include the world’s most extensive base of open source software, SLA support, FIPS-compliant cryptography, HIPAA and FedRAMP-aligned security commitments, and extensive multi-cloud and hardware ecosystem collaborations.
Responsibilities
* Drive embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets.
* Lead customer and partner relationships and interactions through all stages of the sales, customer success and support lifecycle.
* Deepen understanding and engagement with the open source ecosystem.
* Identify and develop partnerships that support Canonical’s strategic ambitions.
* Collaborate with product management to ensure fitness and enhancement of platforms and solutions for ISVs.
* Negotiate contracts with new and existing ISV partners and customers.
* Shape content and messaging for ISV partners and customers.
What we are looking for in you
* Exceptional academic track record from both high school and university.
* Undergraduate degree in a technical subject or a compelling narrative about your alternative chosen path.
* Ability to establish strategic relationships with large organisations at all levels.
* A passion for technology and extensive experience with software and SaaS, Linux (Debian or Ubuntu preferred), the open source ecosystem, cloud models, and container services.
* Experience with lead generation and business development in the software sector.
* Excellent interpersonal skills, curiosity, flexibility, and accountability.
* Outstanding business English writing and presentation skills.
* A personal drive to meet commitments and a track record of delivering beyond expectations.
* A commitment to leadership, skills development and mentorship.
* An appreciation of diversity and effectiveness in a multicultural, multinational organization.
* Ability to travel internationally twice a year for company events up to two weeks long.
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 and a performance-driven bonus or commission.
* Additional benefits reflecting Canonical’s values and local fairness.
* Annual holiday leave and maternity/paternity leave.
* Employee Assistance Programme and opportunities 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 leading the global move to open source and the publisher of Ubuntu. We recruit on a global basis and maintain high standards for new hires. Most colleagues have worked from home since 2004;
our environment encourages thinking differently, working smarter, learning new skills, and raising performance.
Canonical is an equal opportunity employer
We foster a workplace free from discrimination. Diversity of experience and background is valued, and all applications are considered fairly.
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