Strategic Account Executive

Overview

Strategic Account Executive role at Canonical focuses on selling open source software, cloud, and enterprise solutions.

Canonical is the company behind Ubuntu, delivering open source software across data center, cloud, and edge.

Our mission is to accelerate adoption and quality of open source globally, and to ship the most software on the planet by cores.

We work with Global 500 enterprises and startups, providing licensed enterprise software, commercial support, managed services, consulting and training services.

We are distributed globally, with leadership across many countries.

Our hiring process is selective and can take three to six months; we seek exceptional ability and character and emphasize teamwork, diligence, collaboration and effectiveness.

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 - fascination with state-of-the-art solutions and the drive to win large prizes

Teamwork - willingness to help others, collaborate across disciplines, and balance personal and team ambitions

Energy - the drive to motivate oneself and others to achieve the best result

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

We consider geographical location, experience, and performance when shaping compensation worldwide.

We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance.

In addition to base pay, we offer a performance-driven commission structure.

We provide all team members with additional benefits, which reflect our values and ideals.

We balance our programs to meet local needs and ensure fairness globally.

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.

As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis.

We recruit on a global basis and set a very high standard for people joining the company.

We expect excellence - in order to succeed, we need to be the best at what we do.

Canonical has been a fully distributed company since its inception in

Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.

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.

Whatever your identity, we will give your application fair consideration.

Location

Location : We are expanding our sales organisation globally and have open roles in every region.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

Software Development

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