Embedded Solutions Sales Director

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets.

Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.

We are hiring a Sales Director, ISV Embedded Solutions in various locations 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.

• 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.

This role entails:

The Americas Sales Director, ISV Embedded Solutions will collaborate with Product, Alliances, Sales, Business Development, and Marketing colleagues to prospect into ISV accounts, introduce our offerings, help partners or potential customers develop their products to best leverage our portfolio.

As a Sales Director, you will be responsible for driving embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets.

You will lead customer and partner relationships and interactions through all stages of the sales, customer success and support lifecycle.

Additionally, you will deepen your understanding and engagement with the open source ecosystem.

Key responsibilities include identifying and developing partnerships that support Canonical's strategic ambitions, collaborating with product management to ensure fitness and enhancement of our platforms and solutions for ISVs, negotiating contracts with new and existing ISV partners and customers, and shaping our content and messaging for ISV partners and customers.

• 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.

• 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.
• Team Member Assistance Program & Wellness Platform.
• Opportunity to travel to new locations to meet colleagues.
• Priority Pass and travel upgrades for long-haul company events.

This is an exciting opportunity to join a dynamic and innovative company that is changing the world of software.

As a Sales Director, you will have the opportunity to work with a talented team of professionals who are passionate about technology and committed to delivering exceptional results.

You will be responsible for driving sales growth and building strong relationships with customers and partners.

If you are a motivated and experienced sales professional looking for a new challenge, then this could be the perfect opportunity for you.

Join us in shaping the future of technology and making a real difference in the world.