Overview

Join to apply for the Open Source Enterprise Sales / Alliances role at Canonical.

This is a general track role hiring for opportunities across all levels of seniority in our Sales and Alliances teams. Apply here if you possess outstanding revenue generating experience from the Technology industry.

Canonical 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 enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include leading public cloud and silicon providers, and other industry leaders. The company is a founder-led, profitable and growing organization with a global team of 1200+ colleagues in 75+ countries and relatively few office-based roles. Teams meet two to four times yearly in person to align on strategy and execution.

As we grow, we are hiring Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals. Our Alliances Sales Directors own a book of business enabling Canonical to work with go-to-market partners, hardware vendors, software vendors, solutions integrators and distributors. With a fast-growing channel business, GSI/SI and hardware partners, we need to enable, manage and grow opportunities and drive market expansion alongside revenue growth. Reporting to the Alliances leadership, you will collaborate with direct sales, marketing, product, customer success, finance, legal and support to demonstrate thought leadership and apply your knowledge to help us grow in this critical area.

Enterprise Sales Executives own relationships with direct customers and are responsible for maintaining and growing engagements that lead to mutually beneficial outcomes. They help craft solutions that enable customers to be more efficient and to solve more complex problems, guiding the customer to achieve the best possible results. Reporting to Sales leadership, you will work across a region or vertical and bring knowledge of previous customers where applicable. We are committed to providing customers with knowledgeable and capable partners in sales so we can succeed together.

Location: We have remote opportunities available globally.

These roles entail

• Advancing a deep understanding of Linux and cloud software ecosystem, and open source selling models
• Experience with negotiating contracts and commercial business terms
• Building and expanding strategic relationships
• Building and owning the strategy and development of sales engagements
• Growing customers’ awareness of open source capabilities on Canonical Ubuntu
• Delivering on targets, objectives and providing a voice of the partner and/or customer
• Travelling domestically and internationally to drive partnerships in person
• Aligning and supporting internal Field teams to identify, support, grow and transact
• Working closely with Marketing, Sales Engineering and Product Management to deliver on targets and provide a voice of the partner and/or customer
• Leading executive interlocks between partners/customers and Canonical leadership

What we are looking for in you

• Track record of going above-and-beyond to achieve revenue results in the technology field
• Experience with Linux and open source
• Strong academic record from high school and university, regardless of current seniority
• Undergraduate degree in a technical subject or a compelling narrative about an alternative path
• Confidence to speak up, exchange feedback, and share ideas respectfully
• Leadership and commitment to skills development and mentorship
• Passion for technology evidenced by personal projects and initiatives
• Strong work ethic and confidence to collaborate with motivated colleagues
• Professional written and spoken English with excellent presentation skills
• Excellent interpersonal skills, curiosity, flexibility, and accountability
• Appreciation of diversity and ability to work in a multi-cultural, multi-national organization
• Thoughtfulness and self-motivation with a results-oriented mindset and personal drive to meet commitments
• Ability to travel internationally up to two weeks per trip, twice a year for company events and more regularly to meet clients and partners as required

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure outstanding performance is recognised. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits reflecting our values and ideals. We balance programs to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly in-person team sprints
• 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 including Health and Wellness platform
• Opportunity to travel to new locations to meet colleagues
• 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, a major open source project powering AI, IoT and the cloud, Canonical supports the world of software. We recruit on a global basis and maintain a high standard for new hires. Most colleagues have worked from home since 2004. Working here challenges you to think differently and continuously improve.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

Seniority level

• Entry level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Software Development

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