Enterprise account executive in open source software

Canonical Ltd.; United States; Remote; USD 120,000 - 210,000; Full time

Benefits offered by this job

Distributed work environment

Learning 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

Travel upgrades for long haul companys

Job summary

Canonical Ltd. is hiring for a senior sales role in the United States to build and execute a territory plan, prospect and develop new pipeline, and close contracts to meet bookings targets.

The ideal candidate will travel regionally and internationally, collaborate with field engineers and customer success, and maintain accurate Salesforce forecasts. We seek individuals with empathy for customers, strong critical thinking, and a passion for technology, able to work in a distributed team with

Qualifications

• 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
• 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 should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year.
• They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise.
• Bonus: Specific vertical experience, in particular finance, telco, health, energy, public sector, tech; Experience speaking at conferences or industry 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
• 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

Skills

Empathy for the customer

High intellect

Passion for technology

Teamwork

Energy

Professional written and spokenEnglish

Travel ability

Self-discipline

Education

Bachelor's degree in engineering or computer science

Tools

Salesforce

Job description

Описание

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. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers.

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 professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools

Требования

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 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 should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year. They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise. Будет плюсом: Specific vertical experience, in particular finance, telco, health, energy, public sector, tech; Experience speaking at conferences or industry events

Условия

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.

• 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