Embedded Solutions Director

4 weeks ago

London, Greater London, United Kingdom Canonical Full time
Drive Innovation with Canonical

Canonical is a pioneering company in the open source software and operating systems space, serving the global enterprise and technology markets. Our flagship platform, Ubuntu, is a leading choice for breakthrough initiatives in public cloud, data science, AI, engineering innovation, and IoT. With a strong presence in the world's leading public cloud and silicon providers, as well as industry leaders in various sectors, we offer a unique opportunity to collaborate with a global team of 1,000+ colleagues across 75+ countries.

About the Role

We are seeking an exceptional ISV Embedded Solutions Director to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. As a key member of our team, you will collaborate with Product, Alliances, Sales, Business Development, and Marketing colleagues to prospect into ISV accounts, introduce our offerings, and help partners or potential customers develop their products to best leverage our portfolio.

Key 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 your 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 our platforms and solutions for ISVs.
  • Negotiate contracts with new and existing ISV partners and customers.
  • Shape our content and messaging for ISV partners and customers.
What We're Looking For
  • 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 the software and SaaS industry, Linux (Debian or Ubuntu preferred), the open source ecosystem, cloud models, and container service offerings.
  • 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, multi-national organisation.
  • Ability to travel internationally twice a year for company events up to two weeks long.
What We Offer

We consider geographic location, experience, and performance in 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 annual bonus or commission. 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 Programme.
  • Opportunity to travel to new locations to meet colleagues.
  • Priority Pass, and travel upgrades for long haul company events.

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