Enterprise Account Executive

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This is a general track role, hiring for opportunities across all levels of seniority in our Sales Teams.

Apply here if you believe you possess outstanding revenue generating experience from the Technology industry.

Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors.

We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores.

A tidal wave of open source innovation is the next phase of the entire enterprise software industry, and we aim to be the most compelling way to ride that wave.

Our customers include Global 500 enterprises and startups. We are expanding our product range from the base operating system - Ubuntu - to full enterprise solutions in infrastructure and applications.

Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services to customers who are deploying Ubuntu or open source applications on the cloud, in their data center, or to the connected device and IoT ecosystem.

We are just over 1,000 colleagues in 70+ countries and $250m in revenue, profitable, on a steady but relentless growth trajectory.

We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer.

In building our sales team, we look for five things:

• Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
• High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
• Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
• Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
• Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers

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 the enterprises in their territory.

The successful candidate will carry an annual bookings quota within their assigned territory.

What your day will look like:

• Represent the company, its solutions and software, in your territory
• Build and execute a territory plan to prioritize outreach and prospecting
• Develop new pipeline through outreach, prospecting, local marketing, and industry events
• Close contracts to meet and exceed quarterly and annual bookings targets
• Be mindful and proactive in achieving tactical and strategic objectives
• Manage customer relationships and interactions through all stages of the sales cycle
• Work with field engineers to propose solutions that solve our customers' business problems
• Work with customer success to identify growth opportunities
• Maintain accurate pipeline data and forecasts within Salesforce
• Establish productive professional relationships with key influencers and decision makers

What we are looking for in you:

• Bachelor's level degree, preferably in engineering or computer science
• Experience of open source technology and solutions
• Detail oriented with effective follow-up
• Experience in enterprise software or technology sales planning and execution
• Track record of achievement in sales targets and new account wins
• Self-discipline and motivation to be successful in a distributed team
• Professional written and spoken English, as well as any language that may be appropriate for your target market
• Ability to travel for customer engagements, industry events and company events

Additional Skills Of Interest:

• Specific vertical experience, in particular finance, telco, health, energy, public sector, tech
• Experience speaking at conferences or industry events

What we offer you:

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Program
• 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 move to open source.

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.