Account executive in open source

Canonical Ltd.; United States; Remote; USD 90,000 - 150,000; Full time

Benefits offered by this job

Personal learning and development USD

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Employee Assistance Program

Opportunity to travel to new locations

Priority Pass and travel upgrades

Job summary

Canonical Ltd. is seeking a general track sales professional for opportunities across all seniority levels within our sales teams in the United States.

The role focuses on open source software solutions from data center to cloud and edge, with a strong emphasis on building pipeline and closing enterprise deals. You will work to develop territory plans, engage at conferences and events, and collaborate with field engineers and customer success to drive growth and customer success.

Qualifications

• Bachelor's level degree 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 achievement in sales targets and new account wins.
• Willingness to travel for customer engagements and events.

Responsibilities

• Represent the company, its solutions and software, in your territory.
• Build and execute a territory plan to prioritize outreach and prospecting.
• Develop new pipeline through outreach, prospecting, local marketing, and industry events.
• Close contracts to meet and exceed quarterly and annual bookings targets.
• Manage customer relationships through all stages of the sales cycle.
• Collaborate with field engineers to propose solutions that solve customer problems.
• Collaborate with customer success to identify growth opportunities.
• Maintain accurate pipeline data and forecasts in Salesforce.
• Build relationships with key influencers and decision makers to develop new business in the territory.

Skills

Open source knowledge

Enterprise software sales

Territory planning

Prospecting

Account management

English proficiency

Travel willingness

Cross-functional collaboration

Education

Bachelor's degree in engineering or computer science

Job description

Описание:

This is a general track role, hiring for opportunities across all levels of seniority in our Sales Teams. 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.

Задачи:

• Represent the company, its solutions and software, in your territory
• Build and execute a territory plan to prioritize outreach and prospecting
• Develop new pipeline through outreach, prospecting, local marketing, and industry events
• Close contracts to meet and exceed quarterly and annual bookings targets
• Be mindful and proactive in achieving tactical and strategic objectives
• Manage customer relationships and interactions through all stages of the sales cycle
• Work with field engineers to propose solutions that solve our customers' business problems
• Work with customer success to identify growth opportunities
• Maintain accurate pipeline data and forecasts within Salesforce
• Establish productive professional relationships with key influencers and decision makers prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy build trusted and profitable commercial relationships with the enterprises in their territory develop the potential of your territory professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools

Требования:

• Bachelor's level degree, preferably in engineering or computer science
• Experience of open source technology and solutions
• Detail oriented with effective follow-up
• Experience in enterprise software or technology sales planning and execution
• Track record of achievement in sales targets and new account wins
• Self-discipline and motivation to be successful in a distributed team
• Professional written and spoken English, as well as any language that may be appropriate for your target market
• Ability to travel for customer engagements, industry events and company events
• They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise
• Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
• High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
• Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
• Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
• Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers Будет плюсом: Specific vertical experience, in particular finance, telco, health, energy, public sector, tech; Experience speaking at conferences or industry events

Условия:

We consider geographical location, experience, and performance when shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance.

In addition to base pay, we offer a performance-driven commission structure. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

Distributed work environment with twice-yearly team sprints in person

• 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
• Priority Pass,
• and travel upgrades for long haul company events