Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Canonical; Tucson (AZ); Remote; USD 80,000 - 120,000; Full time

Job summary

Join a leading open-source company as an Embedded IoT / Edge Solutions Sales Representative, Manager, or Director. This role focuses on expanding sales in various industries, requiring technical skills in embedded Linux and RTOS. You'll be responsible for strategic account development, customer relationships, and achieving sales targets. Canonical offers competitive compensation, benefits, and a commitment to diversity.

Benefits

Competitive compensation with annual reviews

Bonuses

Benefits

Learning budgets

Opportunities for travel and growth

Qualifications

• Proven sales achievement, especially in embedded Linux/software.
• Excellent English skills and interpersonal abilities.

Responsibilities

• Building and executing a territory plan.
• Closing contracts to meet targets.
• Managing customer relationships.

Skills

Empathy

High intellect

Passion for technology

Teamwork

Energy

Education

Degree in a technical field

Tools

Salesforce

Job description

Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Join to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director 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 cloud, data science, AI, engineering, 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 1200+ colleagues across 75+ countries, mostly working remotely, with occasional in-person meetings.

We are hiring Embedded IoT / Edge Solutions Sales professionals to expand in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco. Candidates should be technically skilled and familiar with embedded Linux and RTOS. We are expanding globally, so candidates from nearly any country with market access are welcome. We will also hire Sales Managers and Regional Directors for leadership roles.

Our IoT portfolio includes Ubuntu Core, known for security and resilience, serving customers in consumer and industrial electronics, automotive, and robotics. We aim to grow our solutions across cloud, compute, and applications, including real-time Linux and certifications. Our goal is to deliver Linux solutions optimized for reliability, security, and developer productivity.

This role involves prospecting, strategic account development, and requires energy, ambition, and focus. You should be comfortable selling open source, services, and software solutions at all organizational levels, especially to departments developing embedded software and IoT devices. Familiarity with priority sectors is preferred.

Customers value the security and support for open source solutions we offer. Our goal is to provide more solutions than any other vendor across all cloud and device categories. Canonical offers enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications in cloud, data center, and IoT ecosystems. We are growing steadily, mostly remote, with leadership distributed worldwide. We believe talent is globally distributed and are committed to diversity and excellence.

Our hiring process is thorough and can take 3-6 months. We seek ambitious, long-term thinkers who understand open source's rise and enterprise procurement drivers. We set high standards for ability and character, fostering teamwork, diligence, and collaboration. We value five key qualities in our sales team:

• Empathy for customers
• High intellect
• Passion for technology
• Teamwork
• Energy

While Ubuntu's adoption provides a strong foundation, building trusted relationships in the market requires effort, judgment, and proactive engagement. You will need to manage pipeline, plan territory, and report activities professionally using standard tools.

The successful candidate will have an annual bookings quota, travel regionally and internationally, and develop relationships with clients and partners. Selling enterprise software, open source, cloud, virtualization, and container technologies to senior levels is essential.

Location: We are expanding in EMEA, APAC, and the Americas.

Key responsibilities include:

• Building and executing a territory plan
• Collaborating with marketing to raise awareness
• Developing pipeline through outreach and events
• Closing contracts to meet targets
• Managing customer relationships
• Working with IoT engineers to ensure satisfaction
• Maintaining accurate forecasts in Salesforce
• Building relationships with key decision-makers
• Coordinating with colleagues and support teams

Candidate requirements:

• Strong academic background
• Degree in a technical field
• Confidence in communication and feedback
• Proven sales achievement, especially in embedded Linux/software
• Passion for technology and personal initiatives
• Excellent English skills and interpersonal abilities
• Experience with Linux (Debian/Ubuntu preferred)
• Willingness to travel up to 50% and attend company events
• Ability to develop sales plans and follow through with detail

What we offer: Competitive compensation with annual reviews, bonuses, benefits, learning budgets, and opportunities for travel and growth.

About Canonical: A pioneering open-source company, known for Ubuntu, leading in AI, IoT, and cloud. We hire globally, value excellence, and foster a diverse, innovative work environment.

Equal Opportunity: We are committed to diversity and non-discrimination in our hiring practices.