Americas Sales Director, ISV Embedded Solutions

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with + colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. 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, which helps them deliver fast, reliable, secure, compliant and consistent solutions. We offer the world’s most extensive base of open source software, backed by comprehensive SLA support, FIPS-certified cryptographic compliance, and security commitments that meet HIPAA and FedRAMP standards. We are the top-rated operating system for developers. Partnering with every major public cloud provider, we ensure Ubuntu is optimized and seamlessly integrated with their unique services, making it easier for ISVs to deploy solutions confidently across multi-cloud environments. Additionally, we collaborate with leading server manufacturers, IoT providers, and silicon vendors to enable, optimize, and certify Ubuntu on their hardware. This makes Ubuntu an exceptional choice for ISVs selling physical appliances or traditional software solutions. The world’s biggest brands in AI build on these Ubuntu Pro capabilities to ensure they stay focused on their product proposition rather than maintenance or compliance.

The role entails: The Sales Director, ISV Embedded Solutions will collaborate with Product, Alliances, Sales, Business Development, and Marketing colleagues to prospect into ISV accounts, introduce our offerings, help partners or potential customers develop their products to best leverage our portfolio.

The successful candidate will:

• Drive embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets.
• Lead customer and partner relationships and interactions through all stages of the sales, customer success and support lifecycle.
• Deepen their understanding and engagement with the open source ecosystem.
• Identify and develop partnerships that support Canonical’s strategic ambitions.
• Collaborate with product management to ensure fitness and enhancement of our platforms and solutions for ISVs.
• Negotiate contracts with new and existing ISV partners and customers.
• Shape our content and messaging for ISV partners and customers.

What we are looking for in you:

• Exceptional academic track record from both high school and university.
• Undergraduate degree in a technical subject or a compelling narrative about your alternative chosen path.
• Ability to establish strategic relationships with large organisations at all levels.
• A passion for technology and extensive experience with the software and SaaS industry, Linux (Debian or Ubuntu preferred), the open source ecosystem, cloud models, and container service offerings.
• Experience with lead generation and business development in the software sector.
• Excellent interpersonal skills, curiosity, flexibility, and accountability.
• Outstanding business English writing and presentation skills.
• A personal drive to meet commitments and a track record of delivering beyond expectations.
• A commitment to leadership, skills development and mentorship.
• An appreciation of diversity and effectiveness in a multicultural, multi-national organisation.
• Ability to travel internationally twice a year for company events up to two weeks long.

What we offer colleagues:

• We consider geographical location, experience, and performance in shaping compensation worldwide.
• We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance.
• In addition to base pay, we offer a performance-driven annual bonus or commission.
• 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.
• Team Member Assistance Program & Wellness Platform.
• Opportunity to travel to new locations to meet colleagues.
• Priority Pass and travel upgrades for long-haul company events.