Renewals Sales Manager, Americas

About the role

Canonical is hiring a regional sales renewal team manager in North America to lead the renewals team in the region. 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 the favorite 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.

Our customers include Global 500 enterprises and startups. We provide licensed enterprise software products, commercial support, managed services, consulting, and training services to customers deploying Ubuntu or open source applications on the cloud, in their data center, or to the connected device and IoT ecosystem. 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.

We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer. We look for exceptional ability as well as character, and provide an environment that promotes teamwork, collaboration, and effectiveness.

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 that 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
• Carry an annual team bookings quota within your territory
• Travel regionally for client engagements or industry conferences, and internationally for company events twice a year
• Demonstrate professionalism and effectiveness in managing your team; coach, mentor, and lead 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 be successful in a distributed team
• Professional written and spoken English, as well as any language appropriate for your target market
• Ability to travel for customer engagements, industry events, and company events

Skills

• Empathy for the customer — understanding of customer needs, industry-specific challenges, and a desire to help solve business problems
• High intellect — ability to learn quickly, understand complex subjects, and communicate clearly to build trust
• Passion for technology — fascination with cutting-edge solutions and fierce competition for large opportunities
• Teamwork — willingness to collaborate with people from different disciplines and balance personal and team ambitions
• Energy — drive to motivate yourself and others to achieve the best results for the team and 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. We revisit compensation annually (and more often for graduates and associates) to ensure we 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 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 daily. We recruit globally and set a very high standard for people joining the company. We expect excellence — to succeed, we need to be the best at what we do.

Canonical has been a fully distributed company since its inception in 2004. Working here challenges you to think differently, work smarter, learn new skills, and raise your game.