Enterprise Account Executive

2 months ago

Dubai, United Arab Emirates Canonical Full time

Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors.

We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores. A tidal wave of open source innovation is the next phase of the entire enterprise software industry, and we aim to be the most compelling way to ride that wave.

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
- Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
- Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
- Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers

Ubuntu is already very widely adopted which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory. Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You will need judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest. We expect professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools.

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

**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 A

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