Strategic Account Executive

Overview

Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors. We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is the leading platform for public cloud compute and a favored platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores. We aim to be the most compelling way to ride the wave of open source innovation.

Our customers include Global 500 enterprises and startups. We are expanding our product range from Ubuntu to full enterprise solutions in infrastructure and applications, including software defined storage, private cloud solutions, container runtime environments, and databases, message queues, identity, observability, analytics, machine learning and web publishing capabilities. Customers value security, compliance and support for everything open source from a single company.

Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services to customers deploying Ubuntu or open source applications on the cloud, in data centers, or in IoT ecosystems. We are just over 1,000 colleagues in 70+ countries and $250m in revenue, profitable, with a steady growth trajectory. We are largely distributed, with leadership across many countries, and we seek a diverse group of exceptional leaders to build the best, not biggest, enterprise software company.

What we look for in the sales team

We hire carefully and deliberately; the selection process is long and may take three to six months to secure an offer. This is a place for ambitious, long-term thinking about your career. We set a high bar for hiring and performance, and provide an environment that promotes teamwork, diligence, collaboration and effectiveness.

In building our sales team, we look for five things :

• Empathy for the customer – understanding customer needs, industry-specific challenges, and a desire to help solve business problems
• High intellect – the ability to learn quickly, understand complex subjects, and communicate clearly to build trust
• Passion for technology – fascination with state-of-the-art solutions and competitive spirit
• Teamwork – willingness to collaborate across disciplines and balance personal and team goals
• Energy – drive to achieve the best results for the team and customers

Role responsibilities

Ubuntu is widely adopted and requires sales professionals to build trusted, profitable relationships with enterprises. You will work with product managers and marketing to generate awareness and leads, and you will need judgment to identify industries and companies ready to engage with open source and Canonical. You will plan and report on pipeline status and activity using standard tools. You will carry an annual bookings quota, travel regionally and internationally for client engagements and events, and sell enterprise software, open source, cloud, virtualization, and container technologies to senior enterprise leaders. You will prospect, develop relationships, and work with field engineers and customer success to identify growth opportunities.

Location : We are expanding our sales organization globally with open roles in every region.

What your day will look like

What we are looking for in you

Additional Skills Of Interest

What we offer you

We consider geographical location, experience and performance when shaping compensation worldwide. In addition to base pay, we offer a performance-driven commission structure and global benefits. We balance programs to meet local needs and ensure fairness globally.

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. We publish Ubuntu, a major open source project powering AI, IoT, and the cloud. We recruit globally and uphold high standards for new hires. Canonical has been fully distributed since 2004, and joining us is a step into the future that challenges you to think differently, work smarter, and learn new skills.

Canonical is an equal opportunity employer. We foster a workplace free from discrimination, valuing diversity of experience, perspectives and background. We will give every applicant fair consideration.

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