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London, Greater London, United Kingdom Canonical Full timeCanonical 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 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, and...
Open Source Enterprise Sales Leader
2 months ago
Overview: Open source technology is rapidly becoming the standard in the corporate world, and Canonical stands as a formidable contender against established enterprise software giants.
About Us: We are a profitable and expanding global enterprise sales organization, currently seeking regional sales directors across various regions including Europe, the Middle East, Africa, Latin America, Central America, and North America. Each director will manage a team of five to ten enterprise sales professionals.
Our Mission: We strive to enhance the adoption and quality of open source solutions worldwide. Our flagship product, Ubuntu, has emerged as the leading platform for public cloud computing and is favored by software engineers, data scientists, and AI developers alike. Our ambition is to deliver the most software globally, leveraging the wave of open source innovation that is transforming the enterprise software landscape.
Customer Base: Our clientele ranges from global enterprises to innovative startups. We are broadening our offerings from our core operating system, Ubuntu, to comprehensive enterprise solutions encompassing infrastructure and applications. We provide a suite of services including software-defined storage, private cloud solutions, container runtimes, databases, message queues, identity management, observability, analytics, machine learning, and web publishing capabilities. Clients appreciate the convenience of obtaining security compliance and support for all open source needs from a single provider.
Our Services: Canonical offers licensed enterprise software products, commercial support, managed services, consulting, and training for customers deploying Ubuntu or open source applications in cloud environments, data centers, or IoT ecosystems. With over 1,000 employees in more than 70 countries and substantial revenue, we are on a steady growth trajectory. Our leadership is distributed globally, reflecting our belief that talent is universally available.
Hiring Philosophy: We take a meticulous approach to hiring, with a rigorous selection process that requires significant effort from candidates. Successful applicants can expect a thorough evaluation process lasting several months. This is an opportunity for those who are ambitious and committed to long-term career growth. If you recognize the potential of open source and understand the nuances of enterprise procurement and technical decision-making, you will appreciate Canonical's strategic advantages.
Key Qualities We Seek:
- Empathy for clients, with a deep understanding of their needs and challenges.
- High intellect, capable of grasping complex subjects and building trust through clear communication.
- A passion for technology, inspired by innovative solutions and competitive landscapes.
- Team-oriented mindset, fostering collaboration across diverse disciplines.
- Energetic drive to motivate oneself and others towards achieving optimal results.
Role Expectations: The successful candidate will be responsible for achieving an annual team bookings quota within their designated territory. They should be prepared to travel regionally for client meetings and industry events, as well as participate in company gatherings. Leadership in managing their team is essential, including coaching and mentoring sales representatives who will prospect for new business and nurture existing relationships.
Daily Responsibilities:
- Develop and implement a territory plan to prioritize outreach and prospecting efforts.
- Delegate territory and account responsibilities among team members.
- Identify and prioritize new accounts for targeted marketing and outreach.
- Ensure high-quality account plans are maintained for existing and prospective clients.
- Monitor pipeline development through various outreach and marketing strategies.
- Support contract negotiations to exceed quarterly and annual targets.
- Collaborate with customer success teams to identify growth opportunities.
- Maintain accurate pipeline data and forecasts using professional tools.
Qualifications:
- Bachelor's degree, preferably in engineering or computer science.
- Proven leadership and management skills.
- Experience with open source technologies and solutions.
- Detail-oriented with strong planning and organizational skills.
- Background in enterprise software sales and execution.
- Track record of meeting sales targets and securing new accounts.
- Self-motivated and disciplined in a distributed work environment.
- Fluent in professional English, with proficiency in additional languages relevant to target markets.
- Willingness to travel for client engagements and industry events.
Additional Skills of Interest:
- Experience in specific verticals such as finance, telecommunications, healthcare, energy, public sector, or technology.
- Experience speaking at industry conferences or events.
What We Offer: We consider geographical location, experience, and performance when determining compensation. Our compensation packages are reviewed annually to ensure recognition of outstanding contributions. In addition to a competitive base salary, we offer a performance-based commission structure and a range of benefits that align with our values.
- On-target earnings between USD 100k and USD 200k.
- Flexible work environment with biannual in-person team meetings.
- Personal learning and development budget of USD 2,000 per year.
- Annual compensation reviews.
- Recognition rewards for exceptional performance.
- Annual leave and parental leave policies.
- Employee Assistance Program.
- Opportunities for travel to connect with colleagues.
- Travel upgrades for long-haul company events.
