EMEA Sales Director, ISV Embedded Solutions
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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, as well as industry leaders across sectors. The company is pioneer in global distributed collaboration, with 1,100+ colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times a year in various international locations for strategy and alignment.
The company is founder-led, profitable, and growing.
We are hiring a Sales Director, ISV Embedded Solutions for various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions.
Canonical supports ISV customers and alliances, helping them deliver fast, reliable, secure, and compliant solutions. We offer extensive open source software, SLA support, FIPS-certified cryptography, and security standards like HIPAA and FedRAMP. We collaborate with major cloud providers, server manufacturers, IoT providers, and silicon vendors to optimize Ubuntu across platforms, making it ideal for ISVs selling physical appliances or software solutions. Major AI brands rely on Ubuntu Pro for product focus and compliance.
Location: Multiple openings in the Americas and EMEA time zones
The role entails:
The Sales Director, ISV Embedded Solutions will work with Product, Alliances, Sales, Business Development, and Marketing teams to prospect into ISV accounts, introduce offerings, and help develop partner products leveraging our portfolio. Responsibilities include:
* Drive embedded support and licensing sales to exceed quarterly and annual targets.
* Manage customer and partner relationships throughout sales and support lifecycle.
* Deepen understanding and engagement with the open source ecosystem.
* Develop partnerships aligned with Canonical's strategic goals.
* Collaborate with product management on platform and solution enhancements for ISVs.
* Negotiate contracts with ISV partners and customers.
* Shape 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 build strategic relationships across organizational levels.
* Passion for technology with experience in software, SaaS, Linux (Debian or Ubuntu preferred), open source, cloud, and container services.
* Experience in lead generation and business development in software.
* Excellent interpersonal, curiosity, flexibility, and accountability skills.
* Outstanding business English writing and presentation skills.
* Proven track record of exceeding commitments and delivering results.
* Leadership, mentorship, and skills development commitment.
* Appreciation for diversity in a multicultural environment.
* Willingness to travel internationally twice a year for up to two weeks.
What we offer colleagues:
We offer competitive global compensation, annual reviews, performance bonuses, and benefits aligned with our values. Benefits include:
* Distributed work environment with biannual in-person team sprints.
* USD 2,000 annual learning and development budget.
* Recognition rewards, holiday leave, maternity/paternity leave, Employee Assistance Programme.
* Travel opportunities, priority passes, and upgrades for company events.
About Canonical:
Canonical pioneers in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, expect excellence, and support remote work since 2004. Join us to challenge, learn, and innovate.
We are an equal opportunity employer, valuing diversity and inclusion.
Additional details:
* Seniority level: Mid-Senior level
* Employment type: Full-time
* Job function: Sales and Business Development
* Industry: Software Development
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