Embedded Solutions Director

Summary

Join Canonical, a leading provider of open-source software, as an ISV Embedded Solutions Director! This role involves driving partnerships to license and embed Ubuntu and Ubuntu Pro into software and SaaS solutions. You will collaborate with various teams, prospect ISV accounts, and manage customer relationships throughout the sales lifecycle. Success requires exceeding sales targets, deepening engagement with the open-source ecosystem, and developing strategic partnerships. Canonical offers a distributed work environment with in-person team sprints, a personal learning budget, annual compensation reviews, and various other benefits.

Requirements

• Exceptional academic track record from both high school and university
• Undergraduate degree in a technical subject or a compelling narrative about your 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

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 their 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

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
• In addition to base pay, we offer a performance-driven annual bonus or commission