EMEA Sales Director, ISV Embedded Solutions

Canonical offers a truly distributed workplace for exceptional colleagues who are self-motivated, organised. Maintain a home office and experience the top of global technology strategy and engineering. Travel regularly to interesting destinations for team, conference and customer engagements. 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. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1,100+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The role entails: The 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. The successful candidate will: 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 their 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. What we are looking for in you: 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. Ability to travel internationally twice a year for company events up to two weeks long. What we offer colleagues: We consider geographic location, experience, and performance in 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 annual bonus or commission. 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 Programme. 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 of software. 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. Most colleagues at Canonical have worked from home 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.

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