Renewals Sales Manager, Americas

Imagine being at the forefront of a massive shift, where open source isn't just an alternative, but the absolute standard for global enterprises. That's exactly where Canonical stands, leading the charge with Ubuntu and a suite of cutting-edge solutions. We're on the hunt for a dynamic Renewals Sales Manager to champion our Americas team, guiding them in nurturing crucial customer relationships and ensuring our continued growth. This isn't just about sales; it's about building lasting partnerships in a world rapidly embracing the power of open source innovation. If you're ready to make a significant impact in a company that's truly changing the game, we want to hear from you.

Overview

Open source software has become the essential choice for businesses worldwide. Canonical is actively challenging major enterprise software vendors by providing superior open source solutions across data centers, cloud environments, and the edge. We are a profitable, expanding global enterprise sales organization, and this role represents a key leadership position within our regional sales renewal team in North America. Ubuntu, our Linux distribution, is the dominant platform for public cloud compute and a favorite among software engineers, data scientists, and AI developers. Our core mission is to accelerate the global adoption and quality of open source, aiming to ship the most software on the planet by cores. We believe a tidal wave of open source innovation is reshaping the entire enterprise software industry, and Canonical offers the most compelling way to ride that wave. Our diverse customer base includes both Global 500 enterprises and innovative startups. We are broadening our product range beyond the base operating system, Ubuntu, to encompass full enterprise solutions in infrastructure and applications, covering software defined storage, private cloud solutions, container runtime environments, databases, and message queues. This is a fully remote opportunity, open to candidates worldwide.

Key Responsibilities

Lead, mentor, and motivate a team of renewals sales specialists to consistently meet and exceed regional renewal targets.
Develop and implement strategic renewal plans that optimize customer retention, expansion, and satisfaction within the Americas.
Analyze performance data, identify trends, and implement corrective actions to ensure continuous improvement in renewal rates and processes.
Collaborate closely with new business sales teams, customer success, and product development to ensure a seamless customer journey and maximize upsell opportunities.
Negotiate complex renewal agreements, understanding customer needs and crafting solutions that deliver mutual value.
Forecast renewal revenue accurately and regularly report on team performance to senior leadership.
Drive the adoption of best practices in renewals management, leveraging CRM tools and other sales enablement technologies.
Act as an escalation point for complex customer issues, ensuring timely and effective resolution.

Requirements

Proven track record of success in sales leadership, specifically managing a renewals or account management team, preferably in the software or open source industry.
Demonstrable experience in achieving and exceeding sales quotas and renewal targets.
Strong understanding of subscription based business models and the dynamics of recurring revenue.
Exceptional coaching and team development skills, with a passion for helping individuals grow and succeed.
Excellent communication, negotiation, and presentation abilities.
Experience working with Global 500 enterprises and understanding their complex purchasing cycles.
Familiarity with CRM systems, preferably Salesforce, and other sales productivity tools.
A deep appreciation for open source software and its transformative impact on the enterprise.
Ability to thrive in a fast paced, dynamic remote work environment, demonstrating strong self motivation and organizational skills.

What You'll Gain

An opportunity to lead a high performing team at the forefront of the open source revolution.
The chance to significantly impact Canonical's growth and strategy in a critical market.
A dynamic and inclusive remote work culture, fostering collaboration and innovation across global teams.
Competitive compensation, comprehensive benefits, and opportunities for professional development and career advancement.
Work with cutting edge technology that powers the world's most innovative companies.
Be part of a company that values meritocracy and encourages bold thinking.