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 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. We are a pioneer of global distributed collaboration, with over 1,100 colleagues in 75+ countries and few office-based roles. Teams meet periodically 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, enabling them to deliver fast, reliable, secure, and compliant solutions. We offer extensive open source software, backed by SLA support, cryptographic compliance, and security standards like HIPAA and FedRAMP. Partnering with major cloud providers, server manufacturers, IoT providers, and silicon vendors, we ensure Ubuntu's seamless integration across multi-cloud environments and hardware. Major AI brands rely on Ubuntu Pro for product focus and compliance.

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

Role Responsibilities:

• Drive embedded support and licensing sales with ISVs to exceed bookings targets.
• Manage customer and partner relationships throughout the sales and support lifecycle.
• Engage deeply with the open source ecosystem.
• Develop partnerships aligned with Canonical's strategic goals.
• Collaborate with product management to enhance platforms for ISVs.
• Negotiate contracts with ISV partners and customers.
• Shape content and messaging for ISV partners and customers.

Candidate Requirements:

• Strong academic background from high school and university.
• Degree in a technical field or equivalent experience.
• Ability to establish strategic relationships with large organizations.
• Passion for technology with experience in software, SaaS, Linux, open source, cloud, and containers.
• Experience in lead generation and business development.
• Excellent interpersonal, communication, and presentation skills.
• Track record of exceeding commitments and leadership skills.
• Appreciation for diversity and ability to work in a multicultural environment.
• Willingness to travel internationally twice a year for up to two weeks.

What We Offer:

• Distributed work environment with biannual in-person team sprints.
• Annual learning and development budget of USD 2,000.
• Regular compensation reviews, bonuses, and benefits.
• Generous leave, parental leave, Employee Assistance Program, and travel opportunities.

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 uphold high standards of excellence. Most colleagues work remotely, fostering a future-oriented work culture.

Canonical is an equal opportunity employer committed to diversity and inclusion, ensuring fair consideration for all applicants regardless of background or identity.

Additional Details:

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