Americas Sales Director, ISV Embedded Solutions

Canonical Group - Rochester, NY

Full-time - Senior

Remote - Rochester, NY

1,001-5,000 employees

Professional, Scientific, and Technical Services

About the position

The Sales Director, ISV Embedded Solutions at Canonical is responsible for driving partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. This role involves collaborating with various teams to prospect ISV accounts, introduce offerings, and help partners develop their products leveraging Canonical's portfolio. The successful candidate will lead sales efforts, deepen engagement with the open source ecosystem, and negotiate contracts with ISV partners and customers.

Responsibilities

• 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 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 platforms and solutions for ISVs.
• Negotiate contracts with new and existing ISV partners and customers.
• Shape content and messaging for ISV partners and customers.

Requirements

• Exceptional academic track record from both high school and university.
• Undergraduate degree in a technical subject or a compelling narrative about an 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.

Nice-to-haves

• Ability to travel internationally twice a year for company events up to two weeks long.

Benefits

• Performance-driven annual bonus or commission.
• 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 Programme.
• Opportunity to travel to new locations to meet colleagues.
• Priority Pass and travel upgrades for long haul company events.