Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Canonical; Porto Alegre; Teletrabalho; BRL 80.000 - 120.000; Tempo integral

Resumo da oferta

Canonical is seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand in various industries. The role involves strategic account development, requiring strong sales skills, technical knowledge, and a passion for technology. Candidates will work in a distributed environment and have opportunities for professional growth and travel.

Serviços

Learning and development budget of USD 2,000/year

Annual pay review and recognition rewards

Generous leave policies and parental leave

Wellness programs and travel opportunities

Qualificações

• Proven success in sales, especially in embedded Linux or enterprise software.
• Excellent English communication and presentation skills.

Responsabilidades

• Building and executing a territory plan targeting security-focused brands.
• Managing customer relationships throughout the sales cycle.
• Closing contracts to meet/exceed bookings and strategic goals.

Conhecimentos

Communication

Sales

Interpersonal Skills

Curiosity

Flexibility

Formação académica

Degree in a technical field

Ferramentas

Linux

Salesforce

Descrição da oferta de emprego

Embedded IoT / Edge Solutions Sales Representative, Manager and Director

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 major public cloud and silicon providers, and industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries, and few office-based roles. Teams meet 2-4 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 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 market access are welcome. As we grow, we will hire Sales Managers and Regional Directors. If you seek a management leadership role, please continue with the process.

Our Ubuntu editions, including Ubuntu Core for IoT, are leading in security and resilience. Our customers include global brands in consumer and industrial electronics, automotive, and robotics. We are expanding our offerings to smaller Linux environments and devices, adding real-time Linux capabilities and working toward certifications. Our portfolio aims for reliability, security, developer productivity, and minimal footprint.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. You must be comfortable selling open source, services, and software solutions across organizational levels, particularly to departments developing embedded software and IoT devices. Familiarity with our priority sectors is preferred.

Customers value the ability to obtain security compliance and support for open source from a single source. Our goal is to offer more solutions than any other vendor across all cloud types, compute classes, and applications. We provide licensed enterprise software, support, managed services, consulting, and training for deploying Ubuntu or open source applications on cloud, data centers, or connected devices. We are growing steadily, with a mostly distributed workforce across many countries. We believe talent is globally distributed and aim to hire, develop, and trust diverse, exceptional leaders to build a top-tier enterprise software company.

Our hiring process is deliberate and extensive, taking 3-6 months. This role is suited for ambitious, long-term thinkers who understand the rise of open source and enterprise procurement drivers. We set high standards for ability and character, fostering teamwork, diligence, collaboration, and effectiveness. We value excellence and are willing to be uncomfortable in pursuit of it.

In building our sales team, we seek five qualities: empathy, high intellect, passion for technology, teamwork, and energy.

Ubuntu's widespread adoption provides a strong market position, but building profitable relationships requires effort. You will need to develop your territory beyond inbound interest, using judgment and energy to cultivate relationships and develop pipeline through outreach, prospecting, and industry events. Professional planning, account management, and reporting are essential.

The successful candidate will have an annual bookings quota, travel regionally and internationally, and demonstrate professionalism in prospecting, maintaining relationships, and working with colleagues and partners. Selling enterprise software, open source, cloud, virtualization, container tech, and related solutions to senior enterprise levels is expected.

Location: We are expanding in EMEA, APAC, and the Americas.

Key responsibilities include:

• Building and executing a territory plan targeting security-focused brands and manufacturers
• Collaborating with marketing to enhance brand awareness
• Developing pipeline via outreach, prospecting, and industry events
• Closing contracts to meet/exceed bookings and strategic goals
• Managing customer relationships throughout the sales cycle
• Working with IoT Field Engineers to understand and meet customer needs
• Maintaining accurate data and forecasts in Salesforce
• Establishing relationships with key decision-makers and influencers
• Coordinating with colleagues across support, delivery, and management teams

Qualifications:

• Strong academic record from high school and university
• Degree in a technical field
• Confidence in communication and idea sharing
• Proven success in sales, especially in embedded Linux, embedded software, or enterprise software
• Achievement of sales targets and large account wins
• Passion for technology demonstrated through personal projects
• Work ethic, confidence, and motivation
• Excellent English communication and presentation skills
• Linux experience (Debian or Ubuntu preferred)
• Interpersonal skills, curiosity, flexibility, accountability
• Appreciation for diversity and ability to work in multicultural teams
• Self-motivated, detail-oriented, and results-driven
• Willingness to travel up to 50%, including international trips

What we offer:

• Distributed work environment with biannual in-person sprints
• Learning and development budget of USD 2,000/year
• Annual pay review and recognition rewards
• Generous leave policies and parental leave
• Wellness programs and travel opportunities

About Canonical: Canonical is a pioneer in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally, emphasizing excellence and diversity. Working here challenges you to innovate, learn, and excel.

Canonical is an equal opportunity employer. We value diversity and are committed to fair hiring practices.