Embedded IoT Sales Representative 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 widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.
We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our reach in mission-critical industries such as Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. We are looking for candidates who are technically skilled and familiar with embedded Linux and RTOS. We are expanding in all time zones, so we can accommodate candidates from almost any country as long as they have reasonable business access to a substantial market territory in person.
The server edition of Ubuntu is already very widely used in connected devices and industrial PCs. Our newer edition of Ubuntu for IoT, called Ubuntu Core, represents the state of the art in security and resilience for high-end appliances and equipment. Our customers include global brands in consumer and industrial electronics, as well as automotive and robotics. We continue to expand our range of offerings to bring our security, management, and developer experience to the smallest Linux environments and devices.
This is a prospecting sales and strategic account development role and requires energy, ambition, and focus. To be successful, you must be comfortable positioning and selling open source, services, and software solutions to all levels of an organization, and specifically to departments that are developing embedded software and IoT devices. You should also be familiar with at least one of our priority sectors.
Ubuntu is already very widely adopted, which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with brands in their territory. Our product managers and marketing teams run campaigns to generate awareness, engagement, and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory.
The successful candidate will carry an annual bookings quota within their assigned territory. They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year. They will be expected to demonstrate professionalism and effectiveness, to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy.
Key Responsibilities:
* Building and executing a territory 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 IoT 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
Requirements:
* 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
* Passion for technology evidenced by personal projects and initiatives
* The work ethic and confidence to shine alongside motivated colleagues
* Professional written and spoken English with excellent presentation skills
* Experience with Linux (Debian or Ubuntu preferred)
* Excellent interpersonal skills, curiosity, flexibility, and accountability
* Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization
* Thoughtfulness and self-motivation
* 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
* Ability to develop and execute territory sales plans
* Detail oriented with effective follow-up
What We Offer Colleagues:
* Distributed work environment with twice-yearly team sprints in person
* Personal learning and development budget of USD 2000 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