EMEA Sales Director, ISV Embedded Solutions

EMEA Sales Director, ISV Embedded Solutions Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is 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 company is founder‑led, profitable, and growing. Role Overview We are hiring a Sales Director, ISV Embedded Solutions in various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. Canonical supports ISV customers and alliances in building on Ubuntu and Ubuntu Pro, which helps them deliver fast, reliable, secure, compliant and consistent solutions. Responsibilities 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 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. Qualifications Exceptional academic track record from both high school and university. Undergraduate degree in a technical subject or a compelling narrative about an 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. 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 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 work 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. Job Details Seniority level: Mid‑Senior level Employment type: Full‑time Job function: Sales and Business Development Industry: Software Development Location: Multiple openings in the Americas and in EMEA time zones #J-18808-Ljbffr