EMEA Sales Director, ISV Embedded Solutions
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EMEA Sales Director, ISV Embedded Solutions
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Join to apply for the EMEA Sales Director, ISV Embedded Solutions 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 leading public cloud and silicon providers, and industry leaders across sectors. The company is pioneer in global distributed collaboration, with 1,100+ colleagues in 75+ countries, and few office-based roles. Teams meet 2-4 times annually in interesting locations worldwide to align on strategy and execution.
The company is founder-led, profitable, and growing.
We are hiring a Sales Director, ISV Embedded Solutions in various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions.
Canonical supports ISV customers and alliances in building on Ubuntu and Ubuntu Pro, helping them deliver fast, reliable, secure, compliant, and consistent solutions.
We offer the world's most extensive open source software base, backed by SLA support, FIPS-certified cryptography, and security commitments meeting HIPAA and FedRAMP standards. Ubuntu is the top-rated OS for developers, seamlessly integrated with major public cloud providers, and optimized for hardware collaborations with server manufacturers, IoT providers, and silicon vendors. Ubuntu Pro capabilities are trusted by leading AI brands to focus on product development rather than maintenance or compliance.
Location: Multiple openings in the Americas and EMEA time zones
The role entails:
The Sales Director, ISV Embedded Solutions will collaborate with Product, Alliances, Sales, Business Development, and Marketing teams to prospect into ISV accounts, introduce offerings, and help develop products leveraging our portfolio. Responsibilities include:
* Drive embedded support and licensing sales with ISVs to exceed quarterly and annual targets.
* Lead customer and partner relationships throughout all stages of sales, success, and support.
* Deepen understanding of the open source ecosystem.
* Identify and develop strategic partnerships.
* Collaborate with product management for platform and solution enhancements.
* Negotiate contracts with ISV partners and customers.
* Shape content and messaging for ISV partners and customers.
What we are looking for in you:
* Strong academic background from high school and university.
* Degree in a technical subject or a compelling alternative narrative.
* Ability to establish strategic relationships at all organizational levels.
* Passion for technology with experience in software, SaaS, Linux (Debian or Ubuntu), open source, cloud, and containers.
* Experience in lead generation and business development.
* Excellent interpersonal, curiosity, flexibility, and accountability skills.
* Outstanding business English communication skills.
* Proven track record of exceeding commitments and leadership qualities.
* Appreciation for diversity and multicultural effectiveness.
* Willingness to travel internationally twice a year for up to two weeks.
What we offer colleagues:
Compensation is shaped by location, experience, and performance, with annual reviews and performance bonuses. Benefits include:
* Distributed work environment with biannual in-person team sprints.
* USD 2,000 annual learning and development budget.
* Annual compensation review and recognition rewards.
* Generous leave, parental leave, Employee Assistance Programme, and travel benefits.
About Canonical:
Canonical pioneers open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally, uphold high standards, and promote excellence. Since 2004, most colleagues work remotely, fostering a future-oriented, innovative culture.
Canonical is an equal opportunity employer committed to diversity and fairness in hiring.
Additional Details:
* Seniority level: Mid-Senior level
* Employment type: Full-time
* Job function: Sales and Business Development
* Industries: Software Development
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