EMEA Sales Director, ISV Embedded Solutions

EMEA Sales Director, ISV Embedded Solutions

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EMEA Sales Director, ISV Embedded Solutions

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Join to apply for the EMEA 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 leading public cloud and silicon providers, and industry leaders across sectors. The company is a pioneer of global distributed collaboration, with 1,100+ colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times yearly 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, and compliant solutions.

We offer the world's most extensive open source software base, backed by SLA support, FIPS-certified cryptography, and security standards meeting HIPAA and FedRAMP. Ubuntu is the top-rated OS for developers. We partner with major cloud providers, server manufacturers, IoT providers, and silicon vendors to optimize and certify Ubuntu on their hardware, facilitating deployment across multi-cloud environments and hardware solutions.

Leading AI brands leverage Ubuntu Pro capabilities to focus on their core products rather than maintenance or compliance.

Location: Multiple openings in the Americas and EMEA time zones.

The role entails:

The Sales Director, ISV Embedded Solutions will collaborate with Product, Alliances, Sales, Business Development, and Marketing teams to prospect into ISV accounts, introduce our offerings, and support partners or customers in product development leveraging our portfolio. Responsibilities include:

• Driving embedded support and licensing sales with ISVs to exceed bookings targets.
• Leading customer and partner relationships throughout the sales and support lifecycle.
• Deepening understanding and engagement with the open source ecosystem.
• Developing partnerships aligned with Canonical's strategic goals.
• Collaborating with product management for platform and solution enhancements for ISVs.
• Negotiating contracts with ISV partners and customers.
• Shaping content and messaging for ISV partners and customers.

What we are looking for in you:

• Strong academic background from high school and university.
• Degree in a technical field or a compelling alternative narrative.
• Ability to establish strategic relationships with large organizations at all levels.
• Passion for technology and experience with software, SaaS, Linux (Debian or Ubuntu), open source, cloud, and containers.
• Experience in lead generation and business development in software.
• Excellent interpersonal, curiosity, flexibility, and accountability skills.
• Outstanding business English writing and presentation skills.
• Proven ability to meet commitments and deliver beyond expectations.
• Leadership, skills development, and mentorship commitment.
• Appreciation for diversity and effectiveness in multicultural organizations.
• Ability to travel internationally twice a year for up to two weeks.

What we offer colleagues:

Compensation is shaped by location, experience, and performance, with annual reviews. Benefits include:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation review.
• Recognition rewards, holiday leave, maternity/paternity leave.
• Employee Assistance Programme.
• Travel opportunities and upgrades for company events.

About Canonical:

Canonical is a pioneering open source company, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally, setting high standards for excellence. Most colleagues work remotely since 2004. Working here challenges you to think differently, learn new skills, and excel.

Canonical is an equal opportunity employer, fostering diversity and inclusion.

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