Embedded IoT​/Edge Solutions Sales Representative, Manager and Director

Overview

Embedded IoT / Edge Solutions Sales Representative, Manager and Director role onical 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 enterprise initiatives across public cloud, data science, AI, engineering innovation, and IoT. We are hiring in multiple regions and seek technically skilled candidates familiar with embedded Linux and RTOS who can operate across time zones and travel as needed.

• Build and execute a territory plan to prioritize leading security-focused brands and manufacturers
• Work with marketing to promote the Canonical brand and increase market awareness in prioritized accounts
• Develop pipeline through outreach, prospecting, local marketing, and industry events
• Close contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
• Manage customer relationships and interactions through all stages of the sales cycle
• Work with IoT Field Engineers to understand customer requirements and ensure customer satisfaction
• Maintain accurate data and forecasts within Salesforce
• Establish productive professional relationships with key influencers and decision-makers
• Coordinate with colleagues, including support, delivery, and management

• Exceptional academic track record from both high school and university
• Undergraduate degree in a technical subject
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Proven ability to exceed expectations and achieve outstanding results
• Field sales experience in embedded Linux, embedded software, or enterprise software
• Track record of achieving sales targets and large account wins
• Passion for technology demonstrated by personal projects and initiatives
• Professional written and spoken English with excellent presentation skills
• Experience with Linux (Debian or Ubuntu preferred)
• Excellent interpersonal skills, curiosity, flexibility, and accountability
• Appreciation of diversity and ability to work in a multi-cultural, multi-national organization
• Self-motivation, thoughtfulness, and result orientation
• Ability to travel internationally up to two weeks per event and up to 50% for customer meetings and industry events
• Ability to develop and execute territory sales plans
• Detail-oriented with effective follow-up

• Distributed work environment with twice-yearly in-person team sprints
• Personal learning and development budget
• Annual compensation review and performance-based bonuses or commissions
• Benefits reflecting our values, with local variation by region
• Annual holiday leave and parental leave policies
• Team Member Assistance Program & Wellness Platform
• Travel opportunities to meet colleagues in new locations
• Travel upgrades for long-haul company events

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we are a key platform for AI, IoT, and cloud—from open source software to enterprise deployments. We recruit globally and uphold high standards for new hires. Most colleagues work remotely, with opportunities to collaborate in person during team events.

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.