EMEA Sales Director, ISV Embedded Solutions at Canonical

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Open Source Software, Technology, SaaS, Enterprise SoftwareIndustries

Requirements

Deep understanding and engagement with the open source ecosystem
Ability to prospect into ISV accounts and introduce Canonical's offerings
Experience leading customer and partner relationships through the sales lifecycle
Strong collaboration skills with Product, Alliances, Sales, Business Development, and Marketing teams
Ability to identify and develop strategic partnerships
Negotiation skills for contracts with new and existing ISV partners

Responsibilities

Drive embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets
Lead customer and partner relationships and interactions through all stages of the sales, customer success, and support lifecycle
Deepen understanding of and engagement with the open source ecosystem
Identify and develop partnerships that support Canonical’s strategic ambitions
Collaborate with product management to ensure fitness and enhancement of platforms and solutions for ISVs
Introduce and help customers develop their products to best leverage Canonical's portfolio

Skills

Key technologies and capabilities for this role

Open Source EcosystemSales ProspectingPartner RelationshipsNegotiationStrategic PartnershipsCustomer SuccessBusiness DevelopmentSales Lifecycle

Questions & Answers

Common questions about this position

What is the salary for the EMEA Sales Director role?

This information is not specified in the job description.

Is this position remote, and what are the location requirements?

The role supports multiple locations across Americas and EMEA time zones, aligning with Canonical's distributed team model of over 1,100 colleagues in 75+ countries.

What key skills are required for this Sales Director position?

Candidates need a deep understanding of the open source ecosystem, ability to prospect into ISV accounts, experience leading customer and partner relationships through the sales lifecycle, strong collaboration skills across teams, and negotiation skills for contracts.

What is the company culture like at Canonical?

Canonical is a pioneer of global distributed collaboration with a founder-led, profitable, and growing team of 1,100+ colleagues across 75+ countries, emphasizing open source software and extensive partnerships.

What makes a strong candidate for this EMEA Sales Director role?

A strong candidate will have proven experience prospecting ISV accounts, leading sales lifecycles, building strategic partnerships, and collaborating across teams, particularly with deep open source ecosystem knowledge.

Canonical

Provides enterprise support for Ubuntu OS

About Canonical

Canonical publishes Ubuntu, an open-source operating system, and offers various commercial services for it. Their products include extended security maintenance, kernel livepatch services, and enterprise support, which help businesses maintain secure and efficient infrastructure. Canonical partners with hardware and software vendors to certify that Ubuntu operates well on different devices, enhancing its reliability. The company generates revenue through subscription services, support contracts, and certification fees. Canonical stands out from competitors with its strong emphasis on security, data center automation, and developer experience, making Ubuntu a preferred choice for enterprises. The goal of Canonical is to provide comprehensive, secure, and customizable solutions for a diverse clientele, from individual developers to large organizations.

London, United KingdomHeadquarters

2004Year Founded

$9.6MTotal Funding

EARLY_VCCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Performance Bonus

Professional Development Budget

Paid Vacation

Parental Leave

Mental Health Support

Remote Work Options

Risks

Competition from other Linux distributions like Red Hat and SUSE is increasing.

Potential security vulnerabilities in new Ubuntu releases could affect user trust.

Rapid AI evolution may require Canonical to invest significantly to stay competitive.

Differentiation

Canonical is a leader in the enterprise open-source market with Ubuntu.

The company offers extended security maintenance and enterprise support for Ubuntu.

Canonical partners with hardware vendors to certify Ubuntu's compatibility and performance.

Upsides

Growing demand for edge computing boosts Canonical's partnerships, like with congatec.

RISC-V architecture expansion offers new opportunities for Ubuntu's market reach.

Hardware acceleration in web browsers enhances user experience with Canonical's Chromium snap.

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