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Job Description
The role involves leading Canonical's global revenue efforts, including enterprise sales, partnerships, alliances, customer success, and field engineering, to drive growth and market share for open source software solutions across various sectors and markets.
Key Responsibilities
- Lead and oversee enterprise sales, sales development, partner, channel, alliance, customer success, and field engineering teams.
- Develop and execute go-to-market strategies, prioritize sectors and markets, and identify organizational gaps.
- Set ambitious yet sustainable sales plans with clear targets and metrics, and review progress regularly.
- Support the closure of large enterprise deals and build relationships with key customers and partners.
- Drive strategy and execution for alliances, channels, and partnerships with ISVs, silicon providers, cloud partners, and resellers.
- Lead sector-specific go-to-market initiatives and expand expertise in targeted industries.
- Manage and develop the field engineering organization to ensure effective customer implementation and adoption.
- Oversee customer success initiatives to enhance customer relationships and deepen solution sales.
- Supervise revenue operations, including pipeline reporting, contracting standards, and sales performance metrics.
- Hire, develop, and set performance expectations for sales leaders and teams.
Requirements
- University degree, preferably in Computer Science or STEM with additional business disciplines or degrees
- Progressive operational and leadership experience in high growth, recurring revenue, and global technology firms
- Experience leading a sales, partnership, or field engineering organization to maturity and world-class performance
- Experience and deep insights into the enterprise software and infrastructure markets
- Software engineering and architecture experience or skills (valued)
- Software industry insights on trends, strategy, and competition (valued)
- Insight into open source history, dynamics, strategy, and competition (valued)
Benefits & Perks
Compensation/salary range (based on experience, performance, and location, with annual reviews and performance bonuses)
Distributed work environment with twice-yearly team sprints in person
Annual personal learning and development budget of USD 2,000
Annual compensation review
Recognition rewards
Annual holiday leave
Maternity and paternity leave
Employee Assistance Programme
Opportunity to travel to new locations to meet colleagues
Priority Pass and travel upgrades for long haul company events
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