Embedded IoT​/Edge Solutions Sales Representative, Manager and Director

Overview

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 global brands in cloud, silicon, and industry sectors. Canonical is founder-led, profitable, and growing; we are largely distributed with teams across many countries.

We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our reach in mission-critical industries such as Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled and familiar with embedded Linux and RTOS. We are expanding in all time zones and can accommodate candidates from many countries with access to substantial market territory in person.

We will also hire Sales Team Managers and Regional Sales Directors as we grow.

• Prospect and develop a territory to prioritize leading security-focused brands and manufacturers
• Work with marketing to promote brand and increase market awareness in prioritized accounts
• Develop pipeline through outreach, prospecting, local marketing, and industry events
• Close contracts to meet and exceed quarterly and annual bookings targets
• Manage customer relationships and interactions through all stages of the sales cycle
• Collaborate with IoT Field Engineers to understand customer requirements and ensure satisfaction
• Maintain accurate data and forecasts within Salesforce
• Establish productive professional relationships with key influencers and decision-makers
• Coordinate with colleagues, including support, delivery, and management

• Exceptional academic track record from high school and university
• Undergraduate degree in a technical subject
• Confidence to speak up, exchange feedback, and share ideas respectfully
• Track record of achieving sales targets and large account wins
• Field sales experience in embedded Linux, embedded software, or enterprise software
• Experience selling enterprise software, open source, cloud, virtualization, container technologies
• Professional written and spoken English with excellent presentation skills
• Experience with Linux (Debian or Ubuntu preferred)
• Willingness to travel internationally up to 50% for customer meetings and events
• Ability to develop and execute territory sales plans
• Detail oriented with effective follow-up

Location: We are growing our sales reach in all regions - EMEA, APAC, and Americas.

• Building and executing a territory plan to prioritize leading brands and manufacturers
• Collaborating with marketing to promote our brand and increase market awareness
• Developing pipeline through outreach, prospecting, local marketing, and events
• Closing contracts to meet bookings targets and achieve strategic objectives
• Managing customer relationships through all stages of the sales cycle
• Working with IoT Field Engineers to understand and meet customer requirements
• Maintaining accurate data and forecasts in Salesforce
• Establishing relationships with key influencers and decision-makers
• Coordinating with colleagues across support, delivery, and management

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review; performance-driven bonus/commission
• Benefits aligned with local needs and global fairness

Canonical is a pioneering tech firm at the forefront of open source. As the publisher of Ubuntu, we are shaping the move to open source across AI, IoT, and the cloud. We hire on a global basis and require excellence. Most colleagues have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, and learn new skills.

Canonical is an equal opportunity employer. We are committed to a workplace free from discrimination. Diversity of experience and background strengthens our environment and products. All applicants will receive fair consideration.

• Entry level

• Full-time

• Sales and Business Development

• Software Development