Embedded IoT Edge Solutions Sales Representative, Manager and Director
CanonicalRemote
Full Time
Posted December 1, 2025
Not Specified
Remote
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Job Description
This role involves developing and executing sales strategies for embedded Linux and IoT solutions, building relationships with enterprise clients, and driving revenue growth in targeted industries by promoting Canonical's open-source software and services globally.
Key Responsibilities
- Build and execute a territory sales plan targeting security-focused brands and manufacturers
- Develop pipeline through outreach, prospecting, local marketing, and industry events
- Close contracts to meet or exceed quarterly and annual bookings targets
- Manage customer relationships throughout all stages of the sales cycle
- Collaborate with IoT Field Engineers to understand customer requirements and ensure satisfaction
- Maintain accurate sales data and forecasts within Salesforce
- Establish relationships with key influencers and decision-makers
- Coordinate with support, delivery, and management teams on account strategy
Requirements
- Candidates must have a professional practice in territory and account planning, as well as clear, complete, and continuous reporting on pipeline status and activity, using standard professional tools.
- Candidates must carry an annual bookings quota within their assigned territory.
- Candidates should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year.
- Candidates must demonstrate professionalism and effectiveness in prospecting accounts for new business, maintaining and developing existing relationships, and working with colleagues and partners on account strategy.
- Candidates must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise.
- Candidates must have an exceptional academic track record from both high school and university.
- Candidates must hold an undergraduate degree in a technical subject.
- Candidates must have field sales experience in embedded Linux, embedded software, or enterprise software.
- Candidates must have a track record of achievement of sales targets and large account wins.
- Candidates must demonstrate a passion for technology evidenced by personal projects and initiatives.
- Candidates must have the work ethic and confidence to shine alongside motivated colleagues.
- Candidates must have professional written and spoken English with excellent presentation skills.
- Candidates must have experience with Linux Debian or Ubuntu preferred.
- Candidates must possess excellent interpersonal skills, curiosity, flexibility, and accountability.
- Candidates must be appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization.
- Candidates must be thoughtful and self-motivated.
- Candidates must be result-oriented, with a personal drive to meet commitments.
- Candidates must have the ability to travel internationally twice a year, for company events up to two weeks long.
- Candidates must be willing to travel up to 50% for customer meetings and industry events.
- Candidates must be able to develop and execute territory sales plans.
- Candidates must be detail-oriented with effective follow-up.
- Candidates must have the confidence to respectfully speak up, exchange feedback, and share ideas without hesitation.
- Candidates must have a proven track record of going above-and-beyond expectations to achieve outstanding results.
- Candidates must have experience in field sales in embedded Linux, embedded software, or enterprise software.
- Candidates must demonstrate achievement of sales targets and large account wins.
- Candidates must have a personal interest in technology, evidenced by personal projects and initiatives.
Benefits & Perks
Compensation/salary range is based on experience, location, and performance, with annual reviews and performance-driven bonuses or commissions
Work environment includes a distributed work environment with the possibility of working from home and twice-yearly in-person team sprints
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Recognition rewards
Maternity and paternity leave
Team Member Assistance Program
Wellness Platform
Opportunity to travel to new locations to meet colleagues
Travel upgrades for long-haul company events
Ready to Apply?
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