Embedded IoT / Edge Solutions Sales Representative, Manager and Director
Canonical
Australia, Canada, France, Germany, India +2 moreremotePosted 2 months ago
Skill Required
Technical-SalesIoT-SalesEnterprise-SalesEmbedded-Systems-SalesIoT-Solutions-SalesIoT-Connectivity-SalesIoT-Product-ManagerEmbedded-Devices-Software-SalesSales-Engineering-ManagerSales-Representative-ManagerSales-ManagementSalesEmbedded CandEmbedded LinuxVMwareEngineeringSalesforcesecuritybuildingwrittenLinuxCloudRTOSAIFulltime
Key highlights
- Personal learning budget of USD 2,000/year
- Requires field sales experience in embedded/enterprise software
- Requires travel up to 50% for business
- Includes performance-driven bonus or commission
- Global remote or Taipei-based roles available
- Twice-yearly international team sprints
Role overview
Canonical is a leading provider of open source software and operating systems, including the Ubuntu platform used in public cloud, data science, AI, and IoT. The company is founder-led, profitable, and growing, with a global team of over 1,200 colleagues. They are currently expanding their Embedded Devices Software Solution Sales team to reach mission-critical industries, focusing on Ubuntu Core for IoT and other high-end embedded solutions.
Responsibilities
- Carry an annual bookings quota
- Position and sell a range of open source, services, and software solutions
- Actively build trusted and profitable commercial relationships
- Develop the potential of your territory beyond managing inbound interest
- Prospect new business
- Maintain existing relationships
- Work with colleagues on account strategy
- Practice clear account planning and continuous pipeline reporting
- Build and execute a territory sales plan to prioritize leading security-focused brands and manufacturers
- Work with marketing to promote the brand and increase market awareness in prioritized accounts
- Develop pipeline through outreach, prospecting, local marketing, and industry events
- Close contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
- Manage customer relationships and interactions through all stages of the sales cycle
- Work with Field Engineers to understand customer requirements and ensure customer satisfaction
- Maintain accurate data and forecasts within Salesforce
- Establish productive professional relationships with key influencers and decision-makers
- Coordinate with colleagues, including support, delivery, and management
Requirements
- Undergraduate degree in a technical subject
- Exceptional academic track record from both high school and university
- Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
- Track record of going above-and-beyond expectations to achieve outstanding results
- Field sales experience in embedded Linux, embedded software, or enterprise software
- Track record of achievement of sales targets and large account wins
- Professional written and spoken English with excellent presentation skills
- Experience with Linux (Debian or Ubuntu preferred)
- Excellent interpersonal skills, curiosity, flexibility, and accountability
- Result-oriented, with a personal drive to meet commitments
- Ability to travel internationally twice a year, for company events up to two weeks long
- Willingness to travel up to 50% for customer meetings and industry events
- Detail oriented with effective follow-up
Benefits
- Performance-driven annual bonus or commission
- 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
Additional details
- Location: Remote roles in all regions (EMEA, APAC, Americas) and office-based roles in Taipei, Taiwan
- Company is an equal opportunity employer
- Most colleagues have worked from home since 2004
- Canonical recruits on a global basis and sets a high standard for new hires