Open Source Enterprise Sales / Alliances

About the role

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. We are looking to hire both Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals.

Our Alliances Sales Directors own a book of business helping to enable Canonical to work with its go to market partners, hardware vendors, software vendors, solutions integrators and distributors and channels. Our Enterprise Sales Executives own the relationships with our direct customers and are responsible for maintaining and growing relationships that result in mutually beneficial engagements.

Responsibilities

• Advancing a deep understanding of Linux and cloud software ecosystem, and open source selling models
• Experience with negotiating contracts and commercial business terms
• Building and expanding strategic relationships
• Building and owning the strategy and the development of the sales engagements
• Growing customers awareness of open source capabilities on Canonical Ubuntu
• Delivering on targets, objectives and providing a voice of the partner and/or customer
• Travelling both domestically and internationally to drive partnerships in person
• Aligning and supporting internal Field teams to identify, support, grow and transact
• Working closely with Marketing, Sales Engineering and Product Management to deliver on targets, objectives and provide a voice of the partner and/or customer
• Leading executive interlocks between partners/customers and our own leadership team

Requirements

• Track record of going above-and-beyond expectations to achieve revenue outstanding results in our technological field
• Experience with Linux and open source
• Exceptional academic track record from both high school and university, regardless of seniority of current position
• Undergraduate degree in a technical subject or a compelling narrative about your alternative chosen path
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Leadership and commitment to skills development and mentorship
• Passion for technology evidenced by personal projects and initiatives
• The work ethic and confidence to shine alongside motivated colleagues
• Professional written and spoken English with excellent presentation skills
• Excellent interpersonal skills, curiosity, flexibility, and accountability
• Appreciative of diversity, polite and effective in a multi-cultural, multi-national organisation
• Thoughtfulness and self-motivation with results orientated mind set and a high level of personal drive to meet commitments
• Ability to travel internationally twice a year for company events up to two weeks long and more regularly to meet clients and partners as required

Benefits

• 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 Program including Health and Wellness platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events