Manager of Enterprise Open Source Sales Team

About the role

We are hiring regional sales team managers in Europe, Middle East, India, Asia, ANZ, Africa, Latin America, Central America, and North America. Each manager will lead a team of five to ten enterprise sales representatives. Canonical delivers better open source from the data center to cloud and edge, with Ubuntu as the leading platform for public cloud compute and the favorite for software engineers, data scientists, and AI developers.

Our mission is to accelerate the adoption and quality of open source globally, shipping the most software on the planet by cores. We serve Global 500 enterprises and startups, offering solutions from the base operating system (Ubuntu) to full enterprise solutions in infrastructure and applications, including software-defined storage, private cloud, container runtimes, databases, message queues, identity, observability, analytics, machine learning, and web publishing.

Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training for customers deploying Ubuntu or open source applications across cloud, data center, and IoT ecosystems. We are a distributed team of over 1,000 colleagues in 70+ countries, with over $250m in revenue, profitable, and on a steady growth trajectory.

Responsibilities

• Build and execute a territory plan to prioritize outreach and prospecting
• Allocate portions of territory and accounts to sales representatives on your team
• Identify and prioritize new logo accounts in your territory for account-based marketing and prospecting
• Ensure sales representatives have high-quality account plans for existing accounts and priority prospects
• Monitor new pipeline development by your team through outreach, prospecting, local marketing, and industry events
• Support contract closure to meet and exceed quarterly and annual bookings targets
• Work with customer success to identify growth opportunities
• Ensure your team maintains accurate pipeline data and forecasts within Salesforce
• Represent the company, its solutions, and software
• Travel regionally for client engagements, industry conferences, and internationally for company events twice a year
• Demonstrate professionalism and effectiveness in managing your team, including coaching, mentoring, and leading by example

Requirements

• Bachelor's level degree, preferably in engineering or computer science
• Leadership and management skills
• Experience with open source technology and solutions
• Detail-oriented with effective planning, organization, and reporting skills
• Experience in enterprise software or technology sales planning and execution
• Track record of achievement in sales targets and new account wins
• Self-discipline and motivation to succeed in a distributed team
• Professional written and spoken English, plus any language appropriate for your target market
• Ability to travel for customer engagements, industry events, and company events

Skills

We look for five key attributes in building our sales team:

• Empathy for the customer: A real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
• High intellect: The ability to learn quickly, understand complex subjects, and communicate clearly to build trust and confidence
• Passion for technology: A fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
• Teamwork: A willingness to help others, collaborate across disciplines, and balance personal and team ambitions
• Energy: The drive to motivate oneself and others to achieve the best result for the team and our customers

Additional skills of interest:

• Specific vertical experience, particularly in finance, telco, health, energy, public sector, or tech
• Experience speaking at conferences or industry events

Benefits

• Distributed work environment with twice-yearly in-person team meetings
• 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 Program
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

Pay

We consider geographical location, experience, and performance when shaping compensation worldwide. Compensation is revisited annually (and more often for graduates and associates) to recognize outstanding performance. In addition to base pay, we offer a performance-driven commission structure.

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company behind Ubuntu, one of the most important open source projects and the platform for AI, IoT, and the cloud, we are changing the world daily. We recruit globally and set a high standard for excellence. Canonical has been fully distributed since its inception in 2004, challenging 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.