Embedded Devices Software Solution Sales Account Manager at Canonical

About 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 adopted 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. As a pioneer of global distributed collaboration, Canonical boasts over 1200 colleagues in more than 75 countries, with very few office-based roles. Teams gather in person two to four times annually, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and continuously growing.

The Opportunity: Embedded Devices Software Solution Sales Account Manager

Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden its reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already extensively 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 minimal 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 simply managing inbound interest. This involves prospecting new business, maintaining existing relationships, and collaborating 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 expanding our sales reach with remote roles available 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.
• A proven track record of consistently exceeding expectations to achieve outstanding results.
• Field sales experience in embedded Linux, embedded software, or enterprise software.
• A proven track record of achieving sales targets and securing 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, typically up to two weeks long.
• Willingness to travel up to 50% for customer meetings and industry events.
• Detail-oriented with effective follow-up practices.

What We Offer Colleagues

Your base pay will depend on various factors including your geographical location, level of experience, knowledge, and skills. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to a competitive base pay, certain roles are also eligible for additional benefits and rewards, including annual bonuses and sales incentives based on revenue or utilization. Our compensation philosophy is to ensure equity across our global workforce. We also provide all team members with additional benefits that reflect our values and ideals. Please note that additional benefits may apply depending on the work location; for more information, you can inquire during the later stages of the recruitment process.

• Distributed Work Environment: With twice-yearly team sprints in person.
• Learning Budget: Personal learning and development budget of 2,000 USD per annum.
• Annual compensation review.
• Recognition rewards.
• Annual holiday leave.
• Paid Parental Leave: Maternity and paternity leave.
• Team Member Assistance Program & Wellness Platform.
• Company Retreats: 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 movement 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 daily. We recruit globally and maintain a very high standard for individuals joining the company. We expect excellence; to succeed, we must be the best at what we do. Canonical has been a remote-first company since its inception in 2004. Working at Canonical is a step into the future, challenging you to think differently, work smarter, learn new skills, and elevate your game. Canonical provides a unique window into the world of 21st-century digital business.

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.