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 initiatives such as public cloud, data science, AI, engineering innovation, and IoT. The company is a pioneer of global distributed collaboration with 1,100+ colleagues in 75+ countries.

Location:

Multiple openings in the Americas and in EMEA time zones.

We are hiring a Sales Director, ISV Embedded Solutions to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. The role collaborates with Product, Alliances, Sales, Business Development, and Marketing to prospect into ISV accounts, introduce our offerings, and help partners or potential customers develop their products to best leverage our portfolio.

• Drive embedded support and licensing sales with ISVs to exceed quarterly and annual booking 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 content and messaging for ISV partners and customers.

• Exceptional academic track record from high school and university.
• Undergraduate degree in a technical subject or a compelling alternative path.
• Ability to establish strategic relationships with large organizations at all levels.
• 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 services.
• 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.
• Personal drive to meet commitments and a track record of delivering beyond expectations.
• Commitment to leadership, skills development, and mentorship.
• Appreciation of diversity and effectiveness in a multicultural, multinational organization.
• Ability to travel internationally twice a year for company events up to two weeks long.

• 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.

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, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company, expecting excellence to succeed.

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.