Embedded Devices Software Solution Sales Account Manager

Canonical Ltd.; Johannesburg; Remote; ZAR 900,000 - 1,500,000; Full time

Benefits offered by this job

Learning budget USD 2000 per year

Annual compensation review

Travel opportunities for new locations

Maternity and paternity leave

Wellness platform and support

Job summary

Canonical Ltd. is expanding its Embedded Devices Software Solution Sales team and seeking technically skilled professionals with embedded Linux and RTOS experience.

This high-energy, quota-bearing role focuses on prospecting and strategic account development, leveraging Ubuntu and Ubuntu Core for IoT to win enterprise deals worldwide. The position offers remote roles across regions (EMEA, APAC, Americas) with occasional in-person meetings and biannual company events, requiring travel up to 50%

Qualifications

• Academic track record in high school and university.
• Undergraduate technical degree required.
• Proven field sales experience with embedded tech and enterprise software.
• Strong English communication and presentation skills.
• Ability to travel internationally (twice a year) and locally up to 50%.

Responsibilities

• Build and execute territory sales plan targeting security-focused brands and manufacturers.
• Collaborate with marketing to raise brand awareness in key accounts.
• Develop pipeline through outreach, events, and local marketing.
• Close contracts to meet quarterly and annual bookings targets.
• Manage customer relationships through all sales stages.
• Coordinate with Field Engineers to define requirements and ensure satisfaction.
• Maintain accurate Salesforce data and forecasts.
• Foster relationships with influencers and decision-makers.
• Collaborate with support, delivery, and management teams.

Skills

Field sales

Embedded Linux

Embedded software

Enterprise software

English proficiency

Education

Undergraduate degree in technical subject

Tools

Salesforce

Job description

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world’s leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics. We are continually enhancing this portfolio with features like real-time Linux capability and pursuing various certifications, representing Linux reinvented for optimal reliability, security, developer productivity, and footprint. We seek technically skilled professionals familiar with embedded Linux and RTOS.

This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions. Leveraging Ubuntu’s market adoption, the work requires actively building trusted and profitable commercial relationships, developing the potential of your territory beyond managing inbound interest. This involves prospecting new business, maintaining existing relationships, and working with colleagues on account strategy. Candidates must be effective in selling complex technical solutions, including enterprise software, cloud, virtualization, and container technologies, to senior levels of the enterprise and departments focused on embedded software and IoT devices. Professional practice, clear account planning, continuous pipeline reporting, and the ability to travel regionally for client engagement and internationally for company events twice a year are expected.

Location:

We are growing our sales reach with remote roles in all regions - EMEA, APAC, and Americas; and office based roles in Taipei, Taiwan.

The role entails

• Building and executing a territory sales plan to prioritize leading security-focused brands and manufacturers
• Working with marketing to promote our brand and increase market awareness in prioritized accounts
• Developing pipeline through outreach, prospecting, local marketing, and industry events
• Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
• Managing customer relationships and interactions through all stages of the sales cycle
• Working with Field Engineers to understand customer requirements and ensure customer satisfaction
• Maintaining accurate data and forecasts within Salesforce
• Establishing productive professional relationships with key influencers and decision-makers
• Coordinating with colleagues, including support, delivery, and management

What We Are Looking For In You

• Exceptional academic track record from both high school and university
• Undergraduate degree in a technical subject
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Track record of going above-and-beyond expectations to achieve outstanding results
• Field sales experience in embedded Linux, embedded software, or enterprise software
• Track record of achievement of sales targets and large account wins
• Professional written and spoken English with excellent presentation skills
• Experience with Linux (Debian or Ubuntu preferred)
• Excellent interpersonal skills, curiosity, flexibility, and accountability
• Result-oriented, with a personal drive to meet commitments
• Ability to travel internationally twice a year, for company events up to two weeks long
• Willingness to travel up to 50% for customer meetings and industry events
• Detail oriented with effective follow-up

What We Offer Colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. 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
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.