Open Source Enterprise Sales / Alliances

Are you passionate about the transformative power of open source technology? Do you thrive on forging impactful relationships and driving significant revenue growth within the dynamic world of enterprise tech? Canonical, the company behind the widely adopted Ubuntu platform, invites you to join our rapidly expanding global Sales and Alliances teams. This is a unique opportunity to contribute to breakthrough initiatives in public cloud, data science, AI, engineering innovation, and IoT, all while working remotely with a truly international team. If you possess outstanding revenue generating experience from the technology industry and are ready to make a substantial impact, we want to hear from you.

Overview

Canonical stands as a leading provider of open source software and operating systems to global enterprise and technology markets. Our platform, Ubuntu, powers a vast array of critical innovations for some of the world's foremost public cloud and silicon providers, alongside industry leaders across numerous sectors. As a pioneer of global distributed collaboration, we boast over 1200 colleagues in more than 75 countries, with very few office based roles. Our teams regularly convene in person, two to four times a year, in fascinating international locations to synchronize on strategy and execution. The company is founder led, profitable, and experiencing significant growth.

This is a general track role, thoughtfully designed to bring in talent across all levels of seniority within our Sales and Alliances functions. We are actively seeking both Enterprise Sales and Alliances Sales representatives. Our Enterprise Sales professionals directly engage with customers to understand their needs and deliver Canonical's solutions, while our Alliances Sales Directors focus on enabling Canonical to work effectively with its strategic partners, expanding our market reach and capabilities.

Key Responsibilities

In this dynamic role, your core mission will involve driving revenue growth and forging strategic partnerships. Your responsibilities will include a range of crucial activities:

Identifying and developing new business opportunities within enterprise accounts or through strategic alliances.
Building and nurturing strong relationships with key decision makers, C level executives, and technology partners.
Understanding customer or partner needs and articulating the value proposition of Canonical's open source solutions, including Ubuntu and related platforms.
Developing and executing comprehensive sales strategies to achieve revenue targets and market share growth.
Negotiating and closing complex agreements with major enterprises and strategic partners.
Collaborating closely with internal teams including Product, Marketing, and Engineering, to ensure customer success and market alignment.
Maintaining accurate sales forecasts and pipeline management within CRM systems.
Staying abreast of industry trends, competitive landscape, and emerging technologies in the open source and cloud ecosystems.

Requirements

We are searching for individuals who bring a proven track record of success in the technology sales arena. Ideal candidates will demonstrate:

Outstanding revenue generating experience from within the technology industry, with a focus on enterprise software, cloud services, or open source solutions.
Proven ability to build and manage a robust sales pipeline, consistently exceeding sales targets.
Exceptional communication, presentation, and negotiation skills, capable of engaging effectively with diverse stakeholders.
A deep understanding of the open source ecosystem and its value proposition to enterprise customers is highly advantageous.
Experience in either direct enterprise sales or strategic alliances, demonstrating the ability to drive complex deals and partnerships.
Self motivation and discipline to excel in a fully remote, globally distributed work environment.
Strong analytical skills and a strategic approach to problem solving.
A bachelor's degree in a relevant field or equivalent practical experience.

What You'll Gain

Joining Canonical means becoming part of a pioneering company at the forefront of open source innovation. You will benefit from:

Working with a globally recognized leader in open source software and cloud computing.
Opportunities to impact cutting edge technologies, from AI and IoT to public cloud infrastructure.
A fully remote, flexible work environment, allowing you to contribute from anywhere in the world.
A collaborative and diverse international team, fostering professional growth and learning.
Unique opportunities for in person team gatherings in exciting global locations several times a year.
Competitive compensation and a comprehensive benefits package.
The chance to shape the future of enterprise technology within a profitable, founder led company.