EMEA Sales Director, ISV Embedded Solutions

EMEA Sales Director, ISV Embedded Solutions

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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 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 1,100+ 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.

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, which helps them deliver fast, reliable, secure, compliant, and consistent solutions.

We offer the world's most extensive base of open source software, backed by comprehensive SLA support, FIPS-certified cryptographic compliance, and security commitments that meet HIPAA and FedRAMP standards. We are the top-rated operating system for developers. Partnering with every major public cloud provider, we ensure Ubuntu is optimized and seamlessly integrated with their services, making it easier for ISVs to deploy solutions confidently across multi-cloud environments. Additionally, we collaborate with leading server manufacturers, IoT providers, and silicon vendors to enable, optimize, and certify Ubuntu on their hardware. This makes Ubuntu an excellent choice for ISVs selling physical appliances or traditional software solutions.

The world's biggest brands in AI build on these Ubuntu Pro capabilities to ensure they stay focused on their product rather than maintenance or compliance.

Location: Multiple openings in the Americas and in EMEA time zones.

The role entails:

• Driving embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets.
• Leading customer and partner relationships through all sales and support stages.
• Deepening understanding and engagement with the open source ecosystem.
• Identifying and developing partnerships supporting Canonical's strategic goals.
• Collaborating with product management to enhance platforms for ISVs.
• Negotiating contracts with ISV partners and customers.
• Shaping content and messaging for ISV partners and customers.

What we are looking for in you:

• Exceptional academic record from high school and university.
• Degree in a technical subject or a compelling alternative narrative.
• Ability to establish strategic relationships with large organizations.
• Passion for technology and experience in software, SaaS, Linux (Debian or Ubuntu), open source, cloud, and containers.
• Experience in lead generation and business development in software.
• Excellent interpersonal, curiosity, flexibility, and accountability skills.
• Outstanding business English communication skills.
• Proven track record of exceeding commitments.
• Leadership, skills development, and mentorship abilities.
• Appreciation for diversity and effectiveness in multicultural environments.
• Ability to travel internationally twice a year for up to two weeks.

What we offer colleagues:

Competitive global compensation, annual reviews, performance bonuses, and benefits including:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Recognition rewards, holiday leave, parental leave, Employee Assistance Programme, travel opportunities, and travel upgrades.

About Canonical:

Canonical is a pioneering open source tech firm, publisher of Ubuntu, and leader in AI, IoT, and cloud platforms. We recruit globally and expect excellence. Most colleagues work remotely, and working here challenges you to think differently, learn new skills, and innovate.

Canonical is an equal opportunity employer committed to diversity and inclusion.

Additional details:

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Software Development