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Job Description
In building our sales team, we look for five things
Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers
Ubuntu is already very widely adopted which gives us a credible basis for conversations in the market.
Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory.
Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory.
You will need judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest.
We expect professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools.
The successful candidate will carry an annual bookings quota within their assigned territory.
They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year.
They will be expected to demonstrate professionalism and effectiveness, to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy.
They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise.
Location: We are expanding our sales organisation globally and have open roles in every region.
What your day will look like
Represent the company, its solutions and software, in your territory
Build and execute a territory plan to prioritize outreach and prospecting
Develop new pipeline through outreach, prospecting, local marketing, and industry events
Close contracts to meet and exceed quarterly and annual bookings targets
Be mindful and proactive in achieving tactical and strategic objectives
Manage customer relationships and interactions through all stages of the sales cycle
Work with field engineers to propose solutions that solve our customers' business problems
Work with customer success to identify growth opportunities
Maintain accurate pipeline data and forecasts within Salesforce
Establish productive professional relationships with key influencers and decision makers
What we are looking for in you
Bachelor's level degree, preferably in engineering or computer science
Experience of open source technology and solutions
Detail oriented with effective follow-up
Experience in enterprise software or technology sales planning and execution
Track record of achievement in sales targets and new account wins
Self-discipline and motivation to be successful in a distributed team
Professional written and spoken English, as well as any language that may be appropriate for your target market
Ability to travel for customer engagements, industry events and company events
Additional Skills Of Interest
Specific vertical experience, in particular finance, telco, health, energy, public sector, tech
Experience speaking at conferences or industry events
What we offer you
We consider geographical location, experience, and performance when 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 commission structure.
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 Program
Opportunity to travel to new locations to meet colleagues
Priority Pass, and 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, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis.
We recruit on a global basis and set a very high standard for people joining the company.
We expect excellence - in order to succeed, we need to be the best at what we do.
Canonical has been a fully distributed company since its inception in 2004.
Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.
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.
Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers
Ubuntu is already very widely adopted which gives us a credible basis for conversations in the market.
Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory.
Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory.
You will need judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest.
We expect professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools.
The successful candidate will carry an annual bookings quota within their assigned territory.
They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year.
They will be expected to demonstrate professionalism and effectiveness, to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy.
They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise.
Location: We are expanding our sales organisation globally and have open roles in every region.
What your day will look like
Represent the company, its solutions and software, in your territory
Build and execute a territory plan to prioritize outreach and prospecting
Develop new pipeline through outreach, prospecting, local marketing, and industry events
Close contracts to meet and exceed quarterly and annual bookings targets
Be mindful and proactive in achieving tactical and strategic objectives
Manage customer relationships and interactions through all stages of the sales cycle
Work with field engineers to propose solutions that solve our customers' business problems
Work with customer success to identify growth opportunities
Maintain accurate pipeline data and forecasts within Salesforce
Establish productive professional relationships with key influencers and decision makers
What we are looking for in you
Bachelor's level degree, preferably in engineering or computer science
Experience of open source technology and solutions
Detail oriented with effective follow-up
Experience in enterprise software or technology sales planning and execution
Track record of achievement in sales targets and new account wins
Self-discipline and motivation to be successful in a distributed team
Professional written and spoken English, as well as any language that may be appropriate for your target market
Ability to travel for customer engagements, industry events and company events
Additional Skills Of Interest
Specific vertical experience, in particular finance, telco, health, energy, public sector, tech
Experience speaking at conferences or industry events
What we offer you
We consider geographical location, experience, and performance when 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 commission structure.
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 Program
Opportunity to travel to new locations to meet colleagues
Priority Pass, and 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, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis.
We recruit on a global basis and set a very high standard for people joining the company.
We expect excellence - in order to succeed, we need to be the best at what we do.
Canonical has been a fully distributed company since its inception in 2004.
Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.
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.
Job Requirements
Candidates should have a Bachelor's degree, preferably in engineering or computer science, and experience in enterprise software or technology sales.
A track record of achieving sales targets and the ability to travel for customer engagements are also required.
A track record of achieving sales targets and the ability to travel for customer engagements are also required.
