Enterprise Account Executive - Telecoms - DACH Territory - German Speaker

Canonical; Milano; Remoto; EUR 70.000 - 100.000; Tempo pieno

Descrizione del lavoro

Canonical is seeking an Enterprise Account Executive specializing in Telecoms for the DACH region. The ideal candidate will contribute to growth through proactive outreach and by building relationships with key stakeholders. With a focus on embracing open source technologies, this role offers opportunities for travel and professional development in a globally distributed environment.

Servizi

USD 2,000 annual learning and development budget

Annual compensation review and performance-based bonuses

Travel opportunities and company event perks

Competenze

• Experience in enterprise software or tech sales in Telecoms within DACH.
• Fluent in English and German, experienced with open source technologies.
• Self-motivated with strong follow-up skills.

Mansioni

• Create and execute a territory plan.
• Manage customer relationships throughout the sales cycle.
• Develop pipeline through outreach and events.

Conoscenze

Empathy

Communication

Problem Solving

Team Collaboration

Motivation

Formazione

Bachelor's degree in engineering or computer science

Descrizione del lavoro

Enterprise Account Executive - Telecoms - DACH Territory - German Speaker

Join to apply for the Enterprise Account Executive role at Canonical.

Open source software is the new default in the enterprise, and Canonical is a key challenger to major enterprise software vendors.

We deliver better open source solutions from data centers to cloud and edge. Our Linux distribution Ubuntu is the leading platform for public cloud compute and a favorite among software engineers, data scientists, and AI developers. Our mission is to accelerate the adoption and quality of open source globally, aiming to ship the most software on the planet by cores. We see a tidal wave of open source innovation as the next phase of enterprise software, and we aim to be the most compelling way to ride that wave.

Our customers include Global 500 enterprises and startups. We are expanding from Ubuntu to full enterprise solutions including software-defined storage, private cloud, container runtimes, databases, message queues, identity, observability, analytics, machine learning, and web publishing. Customers appreciate the security, compliance, and support for open source from a single provider. Our goal is to offer more solutions than any other vendor, with capabilities across every cloud, compute class, and application category.

Canonical offers licensed enterprise software, support, managed services, consulting, and training for deployments on cloud, data centers, or IoT devices. We have over 1,000 employees across 70+ countries, with $250M in revenue, and are profitable with steady growth. Our team is mostly distributed, with leadership globally. We value diversity and aim to hire, develop, and promote exceptional talent to build the best enterprise software company.

Our hiring process is rigorous and can take three to six months. We seek ambitious, long-term thinkers who understand open source and enterprise procurement drivers. We prioritize exceptional ability and character, fostering teamwork, diligence, collaboration, and effectiveness. We are committed to excellence, even if it means discomfort.

We look for five key qualities in our sales team:

• Empathy for customers and understanding their needs and challenges
• High intellect, quick learners, clear communicators
• Passion for technology and solving hard problems
• Teamwork and collaboration
• Energy and motivation

Ubuntu's widespread adoption provides a strong foundation for sales. You will need to build on this through outreach, prospecting, and industry engagement, developing relationships proactively. You should be skilled in territory and account planning, reporting, and using professional tools like Salesforce.

The role involves carrying an annual bookings quota, traveling regionally and internationally, and engaging with clients to develop new and existing relationships. You should be comfortable selling enterprise software, open source, cloud, virtualization, and container solutions to senior enterprise stakeholders.

Location: Knowledge of the Telco market in the DACH region is preferred; being based in DACH is ideal.

Typical day:

• Represent Canonical and its solutions in your territory
• Create and execute a territory plan
• Develop pipeline through outreach and events
• Close deals to meet targets
• Manage customer relationships throughout the sales cycle
• Collaborate with technical teams to propose solutions
• Identify growth opportunities with customer success teams
• Maintain accurate pipeline data in Salesforce
• Build relationships with key decision-makers

Requirements:

• Bachelor's degree in engineering or computer science preferred
• Experience with open source technology and solutions
• Detail-oriented with strong follow-up skills
• Experience in enterprise software or tech sales in Telecoms within DACH
• Proven sales achievement and new account acquisition
• Self-motivated and disciplined in a distributed team environment
• Fluent in English and German
• Ability to travel for client and industry events

Additional skills of interest:

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

What we offer:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual compensation review and performance-based bonuses
• Recognition rewards, holiday leave, parental leave, Employee Assistance Program
• Travel opportunities and company event perks

About Canonical:

Canonical is a leader in open source innovation, publishing Ubuntu and supporting AI, IoT, and cloud ecosystems. We hire globally, uphold high standards, and foster a culture of excellence and diversity. Working here means thinking differently, learning continuously, and pushing boundaries.

Canonical is an equal opportunity employer.

We value diversity and are committed to fair hiring practices regardless of background or identity.