Open Source Enterprise Sales

Open Source Enterprise Sales / Alliances Join to apply for the Open Source Enterprise Sales / Alliances role at Canonical. This is a general track role hiring opportunities across all levels of seniority in our Sales and Alliances teams. Apply if you possess outstanding revenue‑generating experience from the Technology industry. 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 world‑leading public cloud and silicon providers and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ 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. As we continue to grow we are looking to hire both Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals. Roles Our Alliances Sales Directors own a book of business helping Canonical work with its go‑to‑market partners, hardware vendors, software vendors, solutions integrators and distributors and channels. With a fast growing channel business, GSI/SI and hardware partners, we need to enable, manage and grow business opportunities and drive market expansion alongside revenue growth. Our Enterprise Sales Executives own relationships with direct customers and are responsible for maintaining and growing relationships that result in mutually beneficial engagements. They help craft solutions that enable customers to be more efficient, solve more complex problems and walk the path with the customer to get the best possible results. Reporting to the respective leadership, you will work across either a region or a vertical and can bring your knowledge of previous customers. We are committed to giving customers the most knowledgeable and competent partners in sales so that we can succeed together. Location Remote opportunities available globally. Core Responsibilities Advance deep understanding of Linux and cloud software ecosystem and open source selling models Negotiate contracts and commercial business terms Build and expand strategic relationships Own the strategy and development of sales engagements Grow customers’ awareness of open source capabilities on Canonical Ubuntu Deliver on targets, objectives and provide a voice of the partner and/or customer Travel domestically and internationally to drive partnerships in person Align and support internal field teams to identify, support, grow and transact Work closely with Marketing, Sales Engineering and Product Management to deliver on targets and provide a voice of the partner and/or customer Lead executive interlocks between partners/customers and our own leadership team Qualifications Track record of going above and beyond expectations to achieve outstanding revenue results in the technology field Experience with Linux and open source Exceptional academic track record from high school and university Undergraduate degree in a technical subject or compelling narrative about alternative path Confidence to respectfully speak up, exchange feedback, and share ideas Leadership and commitment to skill development and mentorship Passion for technology evidenced by personal projects and initiatives 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 organization Thoughtful and self‑motivated with results‑oriented mindset and high 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 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 have worked 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. Equal Opportunity Employer 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. #J-18808-Ljbffr