lavori in località Oakville (Canada)

Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors. We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores. We aim to be the most compelling way to ride the wave of open source innovation in the enterprise software industry.

Our customers include Global 500 enterprises and startups. We are expanding our product range from Ubuntu to full enterprise solutions in infrastructure and applications, including software defined storage, private cloud solutions, container runtime environments, databases, message queues, identity, observability, analytics, machine learning and web publishing capabilities. Customers value security compliance and support for everything open source from a single company. Our goal is to offer more solutions than any other vendor across every cloud, compute class, and application category.

Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services for customers deploying Ubuntu or open source applications on the cloud, in data centers, or in the connected device and IoT ecosystem. We are just over 1,000 colleagues in 70+ countries with about $250m in revenue, profitable and growing. We are largely distributed with leadership across many countries, and we are committed to hiring, developing, promoting and trusting a diverse group of exceptional leaders to build the best, not biggest, enterprise software company.

We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer. This is not a place to apply if you are in a rush, but it is worthwhile if you are ambitious and think long-term about your career and the dynamics driving the world forward. If you see the rise of open source and understand enterprise procurement and technical decision making, you will understand Canonical’s long-term advantage. To succeed, we set a high bar for hiring and performance and provide an environment that promotes teamwork and celebrates diligence, collaboration and effectiveness. We are willing to be uncomfortable in pursuit of excellence.

• Empathy for the customer — understanding customer needs, industry-specific challenges, and a desire to help solve business problems
• High intellect — ability to learn quickly, understand complex subjects, and communicate clearly to build trust
• Passion for technology — fascination with state-of-the-art solutions and competition for large prizes
• Teamwork — willingness to collaborate across disciplines and balance personal and team goals
• Energy — drive to motivate oneself and others to achieve the best result for the team and customers

Ubuntu is widely adopted, providing a credible basis for market conversations. Sales professionals will build on this adoption to create trusted, profitable relationships with enterprises in their territory. Product managers and marketing run campaigns, but you will also develop the territory beyond inbound interest. You will need judgment to identify industries and companies ready to engage with open source and Canonical, and the energy to cultivate relationships in advance of proven interest. You should expect to perform professional practice, territory and account planning, and provide clear, complete and continuous pipeline reporting using standard tools.

• Carry an annual bookings quota within your assigned territory
• Travel regionally for client engagement, industry conferences, and company events (twice a year internationally)
• Prospect accounts for new business, maintain and develop relationships, and collaborate on account strategy
• Sell enterprise software, open source, cloud, virtualization, container technologies and related solutions to senior enterprise stakeholders
• Represent the company and its solutions in your territory; build and execute a territory plan
• Develop new pipeline through outreach, prospecting, local marketing and industry events
• Close contracts to meet/exceed quarterly and annual targets
• Maintain accurate pipeline data and forecasts in Salesforce
• Work with field engineers and customer success to propose solutions and identify growth opportunities
• Establish productive relationships with key influencers and decision makers

• Bachelor’s degree, preferably in engineering or computer science
• Experience with open source technology and solutions
• Detail-oriented with effective follow-up
• Experience in enterprise software or technology sales planning and execution
• Track record of achieving sales targets and new account wins
• Self-discipline and motivation to succeed in a distributed team
• Professional written and spoken English, plus Spanish for the target market
• Ability to travel for customer engagements, industry events and company events

Additional skills of interest

• Vertical experience in finance, telco, health, energy, public sector, or tech
• Experience speaking at conferences or industry events

Compensation is determined by location, experience and performance. We revisit compensation annually and offer a performance-driven commission structure. We provide benefits reflecting our values and ensure fairness globally.

• Distributed work environment with twice-yearly in-person team sprints
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Program
• Opportunity to travel to new locations to meet colleagues
• Travel upgrades for long-haul company events

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, we influence AI, IoT and cloud platforms. We recruit globally and maintain a high standard for new hires. Canonical has been fully distributed since 2004. Working here challenges you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal opportunity employer. We are committed to a workplace free from discrimination and will give every applicant fair consideration, regardless of identity.