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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.
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 targets and plans by region, sector, and product.
- Review sales data and metrics regularly to monitor progress and adjust strategies accordingly.
- Support leaders in closing large enterprise deals and building customer relationships.
- Drive strategy and execution for alliances, partnerships, and ecosystem development with ISVs, silicon providers, cloud partners, and VARs.
- Lead sector-specific go-to-market initiatives, building expertise in targeted industries such as telco, finance, automotive, energy, retail, and health.
- Manage and develop the field engineering organization to accelerate customer adoption and confidence.
- Oversee the customer success organization, establishing processes and relationships to support portfolio expansion.
- Supervise revenue operations, including pipeline reporting, contracting standards, and sales performance incentives.
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 firm
- 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
performance-driven annual bonus
additional benefits reflecting company values and ideals
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 Programme
opportunity to travel to new locations to meet colleagues
Priority Pass, and travel upgrades for long haul company events
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