Enterprise Open Source Sales Representative

5 months ago


Douglas, United Kingdom Canonical Full time

Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors.

We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores. A tidal wave of open source innovation is the next phase of the entire enterprise software industry, and we aim to be the most compelling way to ride that wave.

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
- 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

Ubuntu is already very widely adopted which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory. Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You will need judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest. We expect professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools.

Location: We are expanding our sales organisation globally and have open roles in every region.

**What your day will look like**:

- Represent the company, its solutions and software, in your territory
- Build and execute a territory plan to prioritize outreach and prospecting
- Develop new pipeline through outreach, prospecting, local marketing, and industry events
- Close contracts to meet and exceed quarterly and annual bookings targets
- Be mindful and proactive in achieving tactical and strategic objectives
- Manage customer relationships and interactions through all stages of the sales cycle
- Work with field engineers to propose solutions that solve our customers' business problems
- Work with customer success to identify growth opportunities
- Maintain accurate pipeline data and forecasts within Salesforce
- Establish productive professional relationships with key influencers and decision makers

**What we are looking for in you**:

- Bachelor's level degree, preferably in engineering or computer science
- Experience of open source technology and solutions
- Detail oriented with effective follow-up
- Experience in enterprise software or technology sales planning and execution
- Track record of achievement in sales targets and new account wins
- Self-discipline and motivation to be successful in a distributed team
- Professional written and spoken English, as well as any language that may be appropriate for your target market
- Ability to travel for customer engagements, industry events and company events

**Additional skills of interest**:

- Specific vertical experience, in particular finance, telco, health, energy, public sector, tech
- Experience speaking at conferences or industry events

**What we offer you**:
We consider geographical location, experience, and performance when shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven commission structure. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
- 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 Program
- 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 A



  • Douglas, United Kingdom Canonical Full time

    We have created a new senior leadership role, Head of Global System Integrator (GSI) Alliances, to lead our business development and partnership with these important actors in the global technology sector. As the publisher of Ubuntu and the leading provider of open source to major technology firms globally, we are expanding into the enterprise market where...

  • Technology Sourcing

    7 months ago


    Douglas, United Kingdom Games Global Full time

    The Technology Sourcing Specialist role will be responsible for strategic and tactical sourcing and procurement efforts relating to global spend categories of Information Technology (i.e., hardware, software, data center, cloud, networking, consulting services etc.) to secure optimal opportunities that deliver value, drive savings, increase efficiencies,...

  • UX Designer

    5 months ago


    Douglas, United Kingdom Canonical Full time

    **The role of a UX Designer - Workplace Tools at Canonical**: This role sits in the design team reporting to one of the UX managers. **Location**: _This role will be based remotely in the EMEA region._ **What your day will look like**: - Plan and conduct research with target users and stakeholders from across the business - Identify and document users'...


  • Douglas, United Kingdom Canonical Full time

    Canonical is a global software company that publishes Ubuntu and open-source enterprise solutions for cloud, developer, IoT and AI. Ubuntu is the fastest growing Linux distribution and ranks as the number #1 OS in the cloud. In partnership with Google, Amazon, IBM and Microsoft, Canonical helps companies become more agile, productive and adopt new...

  • Visual UI Designer

    6 months ago


    Douglas, United Kingdom Canonical Full time

    **The role of a Product Designer at Canonical**: With Ubuntu, Canonical created the first Linux for human beings. Our design team is on a mission to turn complex, open-source software into intuitive products that can change the face of enterprise IT. We are looking for an exceptional Product Designer, who shares our passion. We make enterprise-grade open...


  • Douglas, United Kingdom Canonical Full time

    **The role of a head of Partner Marketing at Canonical**: Canonical is looking for a partner marketing lead who will be responsible for developing our strategic relationships with a set of global partners. Canonical partners with the leading companies in technology across public cloud (Amazon, Google, Microsoft, Oracle ), silicon (ARM, Intel, Qualcomm,...


  • Douglas, United Kingdom Canonical Full time

    The Chief of Staff drives improvement in our global support organization. With your insights into engineering, operations and management, you will work with the VP Global Support to identify and deliver initiatives. Our company mission is to make open source easy, starting with Ubuntu but extending to the huge array of things that people want to do with...


  • Douglas, United Kingdom Canonical Full time

    **The role of a Visual UI Designer at Canonical**: With Ubuntu, Canonical created the first Linux for human beings. Our design team is on a mission to turn complex, open-source software into intuitive products that can change the face of enterprise IT. We are looking for a exceptional Visual UI Designers, who share our passion. We are looking for an expert...

  • B2b Event Specialist

    6 months ago


    Douglas, United Kingdom Canonical Full time

    **B2B Event Specialist** Canonical is looking for B2B event specialists who will be responsible for developing a long-term event strategy and executing various events across EMEA and Americas. This is a hands-on, multi-disciplinary and dynamic position, requiring close collaboration with the regional Sales Teams, the Partner & Alliances Teams, Product...

  • Product Marketing Lead

    5 months ago


    Douglas, United Kingdom Canonical Full time

    **The role of a Product Marketing Lead at Canonical**: Canonical is looking for a Product Marketing Lead who will be responsible for leading a team that develops marketing strategies and go to market plans at a global level for the entirety of Canonical portfolio. This is a hands-on, multi-disciplinary and dynamic position, requiring close collaboration with...

  • Executive Assistant

    5 months ago


    Douglas, United Kingdom Canonical Full time

    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,...

  • Sales Colleague

    6 months ago


    Castle Douglas, United Kingdom The Original Factory Shop Full time

    Established in 1969, The Original Factory Shop brings big brands at bargain prices to Britain’s local high streets. We source “must buy” quality ranges at unbelievable prices, bringing out the bargain lover in everyone so we can satisfy our customers. With stores nationwide, we bring our customers big brands up to 70% off across multiple departments...


  • Douglas, United Kingdom Canonical Full time

    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,...


  • Douglas, United Kingdom Canonical Full time

    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,...


  • Douglas, United Kingdom Canonical Full time

    **The role of a Linux Curriculum Developer at Canonical**: For today's developers and system administrators, Ubuntu is the centrepiece of their valuable professional skills from cloud to containers, from edge to IoT, and in data science and AI. We are building a program to help technical professionals test, certify and showcase their open source abilities....

  • Retail Sales Assistant

    6 months ago


    Douglas, United Kingdom The Works Full time

    **Retail Sales Assistant**: **8 hour contract**: **Why The Works?**: **_ We don’t just sell products. We inspire reading, learning, creativity and play._**: You sell the paint that turns someone into an artist. You provide the book that unleashes an inner author. You supply the games that help bring families together. You give someone the puzzle book that...


  • Douglas, United Kingdom Canonical Full time

    **The role of a Digital Marketing Graduate at Canonical**: Canonical has provided developers with open source since 2004, helping them build innovations such as public cloud, machine learning, robotics or blockchain. Marketing at Canonical means being at the forefront of technology adoption, for our customers and for our own martech stack. We're on the look...


  • Douglas, United Kingdom Canonical Full time

    **The role of a Marketing Operation Specialist at Canonical**: Canonical has provided developers with open source since 2004, helping them build innovations such as public cloud, machine learning, robotics or blockchain. Marketing at Canonical means being at the forefront of technology adoption, for our customers and for our own martech stack. We're on the...


  • Castle Douglas, United Kingdom The Original Factory Shop Full time

    Established in 1969, The Original Factory Shop brings big brands at bargain prices to Britain’s local high streets. We source “must buy” quality ranges at unbelievable prices, bringing out the bargain lover in everyone so we can satisfy our customers. With stores nationwide, we bring our customers big brands up to 70% off across multiple departments...

  • Retail Sales Assistant

    5 months ago


    Douglas, United Kingdom The Works Full time

    **Why The Works?**: **_ We don’t just sell products. We inspire reading, learning, creativity and play._**: You sell the paint that turns someone into an artist. You provide the book that unleashes an inner author. You supply the games that help bring families together. You give someone the puzzle book that reconnects them with a late family member’s...