EMEA Sales Director, ISV Embedded Solutions

EMEA Sales Director, ISV Embedded Solutions

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Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include major public cloud and silicon providers, and industry leaders across sectors. We are a pioneer in global distributed collaboration, with over 1,100 colleagues in 75+ countries and few office-based roles, with teams meeting in person a few times a year at interesting locations worldwide.

The company is founder-led, profitable, and growing.

We are hiring a Sales Director, ISV Embedded Solutions in various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions.

Canonical supports ISV customers and alliances in building on Ubuntu and Ubuntu Pro, enabling them to deliver fast, reliable, secure, and compliant solutions.

We offer an extensive open source software base, backed by SLA support, FIPS-certified cryptography, and security standards meeting HIPAA and FedRAMP. Ubuntu is the top-rated OS for developers. We partner with major public cloud providers to ensure Ubuntu is optimized and integrated with their services, facilitating multi-cloud deployment. We also collaborate with server manufacturers, IoT providers, and silicon vendors to enable, optimize, and certify Ubuntu on their hardware, making it ideal for ISVs selling physical appliances or traditional software solutions.

Leading AI brands rely on Ubuntu Pro for maintenance and compliance.

Location: Multiple openings in the Americas and EMEA time zones.

The role entails:

• Driving embedded support and licensing sales with ISVs to exceed targets.
• Leading customer and partner relationships throughout the sales and support lifecycle.
• Deepening engagement with the open source ecosystem.
• Developing partnerships aligned with Canonical\’s strategic goals.
• Collaborating with product management for platform and solution enhancements for ISVs.
• Negotiating contracts with ISV partners and customers.
• Shaping content and messaging for ISV partners and customers.

What we are looking for in you:

• Strong academic record from high school and university.
• Degree in a technical field or a compelling alternative narrative.
• Ability to establish strategic relationships at all organizational levels.
• Passion for technology with experience in software, SaaS, Linux (Debian or Ubuntu preferred), open source, cloud, and container services.
• Experience in lead generation and business development in software.
• Excellent interpersonal, curiosity, flexibility, and accountability skills.
• Outstanding English communication and presentation skills.
• Proven ability to meet commitments and exceed expectations.
• Leadership, skills development, and mentorship commitment.
• Appreciation for diversity and effectiveness in multicultural environments.
• Willingness to travel internationally twice a year for up to two weeks.

What we offer colleagues:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation review and recognition rewards.
• Holiday leave, maternity and paternity leave, Employee Assistance Programme.
• Opportunities to travel and meet colleagues.
• Travel perks for company events.

About Canonical:

Canonical is a pioneering open source company behind Ubuntu, transforming software worldwide. We recruit globally, uphold high standards, and foster a remote-first work culture since 2004. Working here challenges you to think differently, learn new skills, and excel.

Canonical is an equal opportunity employer committed to diversity and inclusion.

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