Strategic Account Executive

OverviewStrategic Account Executive role at Canonical focuses on selling open source software, cloud, and enterprise solutions.Canonical is the company behind Ubuntu, delivering open source software across data center, cloud, and edge.Our mission is to accelerate adoption and quality of open source globally, and to ship the most software on the planet by cores.We work with Global 500 enterprises and startups, providing licensed enterprise software, commercial support, managed services, consulting and training services.We are distributed globally, with leadership across many countries.Our hiring process is selective and can take three to six months; we seek exceptional ability and character and emphasize teamwork, diligence, collaboration and effectiveness.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 problemsHigh intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidencePassion for technology - fascination with state-of-the-art solutions and the drive to win large prizesTeamwork - willingness to help others, collaborate across disciplines, and balance personal and team ambitionsEnergy - the drive to motivate oneself and others to achieve the best resultWhat your day will look likeRepresent the company, its solutions and software, in your territoryBuild and execute a territory plan to prioritize outreach and prospectingDevelop new pipeline through outreach, prospecting, local marketing, and industry eventsClose contracts to meet and exceed quarterly and annual bookings targetsBe mindful and proactive in achieving tactical and strategic objectivesManage customer relationships and interactions through all stages of the sales cycleWork with field engineers to propose solutions that solve our customers' business problemsWork with customer success to identify growth opportunitiesMaintain accurate pipeline data and forecasts within SalesforceEstablish productive professional relationships with key influencers and decision makersWhat we are looking for in youBachelor's level degree, preferably in engineering or computer scienceExperience of open source technology and solutionsDetail oriented with effective follow-upExperience in enterprise software or technology sales planning and executionTrack record of achievement in sales targets and new account winsSelf-discipline and motivation to be successful in a distributed teamProfessional written and spoken English, as well as any language that may be appropriate for your target marketAbility to travel for customer engagements, industry events and company eventsAdditional skills of interestSpecific vertical experience, in particular finance, telco, health, energy, public sector, techExperience speaking at conferences or industry eventsWhat we offer youWe 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 personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveEmployee Assistance ProgramOpportunity to travel to new locations to meet colleaguesPriority Pass, and travel upgrades for long haul company eventsAbout CanonicalCanonical 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 ****.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.LocationLocation: We are expanding our sales organisation globally and have open roles in every region.Seniority levelMid-Senior levelEmployment typeFull-timeJob functionSales and Business DevelopmentIndustriesSoftware DevelopmentReferrals increase your chances of interviewing at Canonical by 2x.#J-*****-Ljbffr