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

Join us to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director role at Canonical.

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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. We are a pioneer of global distributed collaboration with over 1200 colleagues in 75+ countries, with few office-based roles.

Teams meet a few times a year in interesting locations worldwide to align on strategy and execution.

The company is founder-led, profitable, and growing. We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our presence in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled and familiar with embedded Linux and RTOS. We are expanding globally, so candidates from almost any country with reasonable business access to a substantial market territory are welcome.

As we grow, we will also hire Sales Team Managers and Regional Sales Directors. If your goal is a management leadership position, please continue with the process.

Our Ubuntu editions, including Ubuntu Core for IoT, are security and resilience leaders for high-end appliances and equipment. Our customers include global brands in consumer and industrial electronics, automotive, and robotics. We continue to expand our offerings to bring security, management, and developer productivity to small Linux environments and devices, including new real-time Linux capabilities and certifications. Our portfolio aims for reliability, security, developer productivity, and footprint optimization.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on your ability to position and sell open source, services, and software solutions at all organizational levels, especially within departments developing embedded software and IoT devices. Familiarity with our priority sectors is beneficial.

Customers value the ability to obtain security compliance and support for all open source solutions from a single vendor. Our goal is to offer more solutions than any other vendor, across all clouds, compute classes, and application categories. Canonical provides licensed enterprise software, support, managed services, consulting, and training for deployments on cloud, data center, or connected devices. We are on a steady growth trajectory, mostly distributed globally, emphasizing diverse talent and high standards for hiring and performance.

Our sales team looks for five key qualities:

• Empathy for customer needs and industry challenges
• High intellect and quick learning ability
• Passion for technology and innovation
• Teamwork and collaboration skills
• Energy and motivation

While Ubuntu's wide adoption provides credibility, building trusted, profitable relationships requires effort. You will develop territory potential through outreach, prospecting, local marketing, and industry events, going beyond inbound interest. Judgement and energy are essential for developing relationships before proven interest. Professional planning and reporting using standard tools are expected.

The successful candidate will carry an annual bookings quota within their territory, travel regionally and internationally, and demonstrate professionalism in prospecting, relationship management, and working with colleagues and partners. Selling enterprise software, open source, cloud, virtualization, and container solutions to senior enterprise levels is required.

Location: We are expanding our sales reach across EMEA, APAC, and the Americas.

The role involves:

• Building and executing a territory plan targeting security-focused brands
• Collaborating with marketing to boost brand awareness
• Developing pipeline via outreach, prospecting, and…