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Open Source Enterprise Account Manager

2 months ago

London, Greater London, United Kingdom Canonical Full time

Overview

In today's enterprise landscape, open source software has emerged as the preferred choice, with Canonical leading the charge against traditional software giants.

Our commitment is to enhance open source offerings from data centers to cloud environments and edge computing. Ubuntu, our flagship Linux distribution, has become the go-to platform for public cloud computing, favored by software engineers, data scientists, and AI developers alike. Our mission is to promote the global adoption and excellence of open source, aiming to deliver the highest volume of software across diverse cores. The forthcoming wave of open source innovation represents a pivotal shift in the enterprise software sector, and we are poised to be the most compelling option for organizations looking to embrace this change.

We cater to a wide range of clients, from global corporations to emerging startups. Our product portfolio is expanding beyond the foundational operating system, Ubuntu, to encompass comprehensive enterprise solutions in infrastructure and applications. We offer software-defined storage, private cloud solutions, container environments, databases, messaging systems, identity management, observability, analytics, machine learning, and web publishing capabilities. Clients appreciate the convenience of obtaining security compliance and support for all their open source needs from a single provider. Our objective is to offer a broader array of solutions than any competitor, leveraging our unique capabilities across all cloud environments, computing classes, and application categories.

Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training for clients deploying Ubuntu or open source applications in cloud settings, data centers, or IoT ecosystems. With a workforce of over 1,000 colleagues in more than 70 countries and a profitable revenue stream, we are on a consistent growth trajectory. Our team operates in a largely distributed manner, with leadership spread across various nations. We believe in the global distribution of talent and are eager to hire, nurture, promote, and trust a diverse group of exceptional leaders to build the most effective enterprise software company.

Hiring Philosophy

Our hiring process is meticulous and intentional; it demands significant effort from candidates. Successful applicants can expect a timeline of three to six months to secure an offer. This opportunity is ideal for those who are ambitious and have a long-term vision for their careers and the forces that drive progress in the world. If you recognize the growing significance of open source and understand the factors influencing enterprise procurement and technical decision-making, you will appreciate Canonical's long-term advantages. Given the intense competition and the challenges of operating in a market dominated by large players, we maintain high standards for hiring and performance. To be a leading company, we seek individuals with exceptional skills and character, fostering an environment that encourages teamwork and values diligence, collaboration, and effectiveness.

Key Qualities We Seek

  • Empathy for clients - a genuine understanding of customer needs and industry-specific challenges, coupled with a desire to assist clients in overcoming their business hurdles.
  • High intellect - the capability to learn swiftly, grasp complex subjects, and communicate effectively to build trust and confidence.
  • Passion for technology - an enthusiasm for cutting-edge advancements and a competitive spirit in solving challenging problems.
  • Teamwork - a readiness to assist others, collaborate across disciplines, and balance personal and team objectives.
  • Energy - the motivation to inspire oneself and others to achieve optimal results for the team and our clients.

With Ubuntu's widespread adoption, we have a solid foundation for market discussions. However, it requires diligent effort from sales professionals to leverage this adoption and cultivate trusted, profitable relationships with enterprises in their territories. Our product managers and marketing teams initiate campaigns to generate awareness and leads, but you will need to proactively develop your territory by identifying industries and companies ready to engage more deeply with open source and Canonical. Professional practices, territory and account planning, and thorough reporting on pipeline status and activities using standard professional tools are expected.

The successful candidate will have an annual bookings quota for their designated territory. They should be prepared to travel regionally for client meetings, industry conferences, and internationally for company events. Professionalism and effectiveness are paramount, as is the ability to prospect for new business, nurture existing relationships, and collaborate with colleagues and partners on account strategies. Comfort in selling enterprise software, open source solutions, cloud technologies, virtualization, container technologies, and technical software solutions to senior enterprise stakeholders is essential.

Daily Responsibilities

  • Represent the company and its solutions within your territory.
  • Develop and implement a territory plan to prioritize outreach and prospecting efforts.
  • Generate new pipeline through outreach, local marketing, and participation in industry events.
  • Close contracts to meet and exceed quarterly and annual bookings targets.
  • Maintain a proactive approach to achieving both tactical and strategic objectives.
  • Manage customer relationships throughout all stages of the sales cycle.
  • Collaborate with field engineers to propose solutions that address our clients' business challenges.
  • Work with customer success teams to identify growth opportunities.
  • Maintain accurate pipeline data and forecasts within Salesforce.
  • Establish productive professional relationships with key influencers and decision-makers.

Qualifications

  • Bachelor's degree, preferably in engineering or computer science.
  • Experience with open source technologies and solutions.
  • Detail-oriented with strong follow-up skills.
  • Experience in enterprise software or technology sales planning and execution.
  • Proven track record of achieving sales targets and securing new accounts.
  • Self-discipline and motivation to excel in a distributed team environment.
  • Professional proficiency in written and spoken English, along with any relevant languages for your target market.
  • Willingness to travel for customer engagements, industry events, and company gatherings.

Additional Skills of Interest

  • Experience in specific verticals, particularly finance, telecommunications, healthcare, energy, public sector, or technology.
  • Experience presenting at conferences or industry events.

What We Offer

We take into account geographical location, experience, and performance when determining compensation worldwide. We conduct annual reviews of compensation (more frequently for graduates and associates) to ensure we recognize outstanding performance. In addition to base salary, we offer a performance-driven commission structure. All team members receive additional benefits that reflect our values and principles, balancing local needs with global fairness.

  • Distributed work environment with biannual team sprints in person.
  • Personal learning and development budget of USD 2,000 per year.
  • Annual compensation review.
  • Recognition rewards.
  • Annual leave entitlement.
  • Maternity and paternity leave.
  • Employee Assistance Program.
  • Opportunities to travel to meet colleagues in new locations.
  • Priority Pass and travel upgrades for long-haul company events.