Sales Director, ISV Embedded Solutions

Summary

Join Canonical, a leading open-source software provider, as a Sales Director, ISV Embedded Solutions. You will drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. Collaborate with various teams to prospect ISV accounts, develop products, and leverage Canonical's portfolio. Responsibilities include exceeding sales targets, managing customer relationships, deepening engagement with the open-source ecosystem, and negotiating contracts. This role requires a strong technical background, experience in the software industry, and excellent communication skills. Canonical offers a competitive compensation package, including a performance-driven bonus, a personal learning and development budget, and various 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

• Performance-driven annual bonus or commission
• 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