Embedded Devices Software Solution Sales - All Roles

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics. We are continually enhancing this portfolio with features like real-time Linux capability and pursuing various certifications, representing Linux reinvented for optimal reliability, security, developer productivity, and footprint. We seek technically skilled professionals familiar with embedded Linux and RTOS.

This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions. Leveraging Ubuntu's market adoption, the work requires actively building trusted and profitable commercial relationships, developing the potential of your territory beyond managing inbound interest. This involves prospecting new business, maintaining existing relationships, and working with colleagues on account strategy. Candidates must be effective in selling complex technical solutions, including enterprise software, cloud, virtualization, and container technologies, to senior levels of the enterprise and departments focused on embedded software and IoT devices. Professional practice, clear account planning, continuous pipeline reporting, and the ability to travel regionally for client engagement and internationally for company events twice a year are expected.

Location: We are growing our sales reach with remote roles in all regions - EMEA, APAC, and Americas; and office based roles in Taipei, Taiwan.

The role entails

Building and executing a territory sales plan to prioritize leading security-focused brands and manufacturers

Working with marketing to promote our brand and increase market awareness in prioritized accounts

Developing pipeline through outreach, prospecting, local marketing, and industry events

Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives

Managing customer relationships and interactions through all stages of the sales cycle

Working with Field Engineers to understand customer requirements and ensure customer satisfaction

Maintaining accurate data and forecasts within Salesforce

Establishing productive professional relationships with key influencers and decision-makers

Coordinating with colleagues, including support, delivery, and management

What we are looking for in you

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

Track record of going above-and-beyond expectations to achieve outstanding results

Field sales experience in embedded Linux, embedded software, or enterprise software

Track record of achievement of sales targets and large account wins

Professional written and spoken English with excellent presentation skills

Experience with Linux (Debian or Ubuntu preferred)