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Job Description
The role involves leading and managing a regional sales renewal team to drive enterprise software sales, build customer relationships, develop territory plans, and achieve sales targets for open source solutions and services at Canonical.
Key Responsibilities
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate accounts to sales representatives and ensure high-quality account planning
- Identify and prioritize new logo accounts for prospecting and marketing
- Monitor pipeline development and support contract closures to meet sales targets
- Support customer success to identify growth opportunities
- Maintain accurate pipeline data and forecasts within Salesforce
- Represent the company and its solutions to clients and at industry events
- Lead, coach, and mentor sales team members to achieve sales objectives
- Develop relationships with existing and potential clients to expand business
- Manage team activities including outreach, prospecting, and account strategy
- Travel regionally and internationally for client engagements, conferences, and company events
Requirements
- Bachelor's level degree, preferably in engineering or computer science
- Experience of open source technology and solutions
- 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
- Demonstrated professionalism and effectiveness in managing a sales team, including coaching, mentoring, and leading by example
- Ability to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy
- Comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate portions of territory and accounts to sales representatives on your team
- Identify and prioritize new logo accounts in your territory for account-based marketing and prospecting
- Ensure sales representatives have high quality account plans for existing accounts and priority prospects
- Monitor new pipeline development through outreach, prospecting, local marketing, and industry events
- Support contract closure to meet and exceed quarterly and annual bookings targets
- Work with customer success to identify growth opportunities
- Maintain accurate pipeline data and forecasts within Salesforce
- Represent the company, its solutions and software professionally
- Experience in enterprise software or technology sales planning and execution
- Detail-oriented with effective planning, organization, and reporting skills
Benefits & Perks
Compensation/salary range is based on experience, performance, and location, with annual reviews and performance-driven commissions
Work schedule includes the ability to travel regionally and internationally for client engagements, conferences, and company events
Distributed work environment with in-person team meetings twice a year
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Recognition rewards
Maternity and paternity leave
Employee Assistance Program
Opportunity to travel to new locations to meet colleagues
Travel upgrades for long haul company events
Ready to Apply?
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