Americas Sales Director, ISV Embedded Solutions

Canonical; Tacoma (WA); Remote; USD 90,000 - 150,000; Full time

Job summary

An innovative company is seeking a dynamic Americas Sales Director for ISV Embedded Solutions to drive partnerships and sales of Ubuntu and Ubuntu Pro. This role involves collaborating with various teams to enhance product offerings and deepen relationships with ISV accounts. Ideal candidates will have a strong technical background, experience in business development, and a passion for technology. Join a pioneering open source firm that values diversity and offers a unique distributed work environment, personal development opportunities, and a commitment to excellence.

Benefits

Personal Development Budgets

Regular Compensation Reviews

Wellness Programs

Travel Opportunities

Team Sprints

Qualifications

• Strong academic background with an undergraduate degree in a technical field.
• Experience in software, SaaS, Linux, open source, cloud, and containers.

Responsibilities

• Drive embedded support and licensing sales with ISVs to exceed targets.
• Manage customer and partner relationships throughout the sales lifecycle.
• Collaborate with product management for platform enhancements.

Skills

Business Development

Relationship Management

Linux (Debian or Ubuntu)

Open Source Software

Cloud Technologies

Lead Generation

Interpersonal Skills

Business English Communication

Education

Undergraduate Degree in Technical Field

High School Diploma

Job description

Americas Sales Director, ISV Embedded Solutions

Join to apply for the Americas Sales Director, ISV Embedded Solutions role at Canonical.

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 top public cloud and silicon providers, and industry leaders across sectors. We are a pioneer in global distributed collaboration, with over 1200 colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times annually 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, compliant, and consistent solutions. We offer an extensive open source software base, backed by SLA support, FIPS-certified cryptographic compliance, and security standards meeting HIPAA and FedRAMP. Ubuntu is the top-rated OS for developers, seamlessly integrated with major public cloud providers, and optimized for hardware partners.

The role involves collaborating with Product, Alliances, Sales, Business Development, and Marketing teams to prospect into ISV accounts, introduce offerings, and help partners develop products leveraging our portfolio. Responsibilities include:

1. Driving embedded support and licensing sales with ISVs to exceed targets.
2. Managing customer and partner relationships throughout the sales and support lifecycle.
3. Deepening understanding of the open source ecosystem.
4. Developing strategic partnerships supporting Canonical's goals.
5. Collaborating with product management for platform enhancements.
6. Negotiating contracts with ISV partners and customers.
7. Shaping content and messaging for ISV stakeholders.

Ideal candidates will have:

• A strong academic background from high school and university.
• An undergraduate degree in a technical field or equivalent experience.
• Ability to establish strategic relationships at all organizational levels.
• Passion for technology with experience in software, SaaS, Linux (Debian or Ubuntu preferred), open source, cloud, and containers.
• Experience in lead generation and business development.
• Excellent interpersonal, curiosity, flexibility, and accountability skills.
• Outstanding business English communication skills.
• A track record of exceeding commitments and leadership skills.
• An appreciation for diversity and working in multicultural environments.
• Willingness to travel internationally twice a year for up to two weeks.

We offer a distributed work environment, personal development budgets, regular compensation reviews, and benefits such as team sprints, wellness programs, travel opportunities, and more.

About Canonical: We are a pioneering open source company, publishing Ubuntu and enabling AI, IoT, and cloud innovations. We recruit globally, value excellence, and foster a diverse, inclusive workplace. Working here challenges you to think differently, learn continuously, and excel.

Canonical is an equal opportunity employer, committed to diversity and fair consideration for all applicants.