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 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.
We are recruiting to fill the position below:
Job Title: Enterprise Open Source Sales Director
Location: Lagos
Description
- 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.
- The successful candidate will carry an annual team bookings quota within their territory.
- They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year.
- They will be expected to demonstrate professionalism and effectiveness in managing their team.
- They will need to coach, mentor and lead by example. Their sales representatives are expected to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy.
- They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise.
- Location: We are expanding our sales organisation globally and have open roles in every region.
Responsibilities
What your day will look like:
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate portions of territory and accounts to sales representatives on your team
- Identify and prioritise new logo accounts in your territory for account-based marketing and prospecting
- Ensure that sales representatives have high quality account plans for existing accounts and priority prospects
- Monitor new pipeline development by your team, through outreach, prospecting, local marketing, and industry events
- Support contract closure to meet and exceed quarterly and annual bookings targets
- Be mindful and proactive in achieving tactical and strategic objectives
- Work with customer success to identify growth opportunities
- Ensure your team maintain accurate pipeline data and forecasts within Salesforce
- Represent the company, its solutions and software
Requirements
What we are looking for in you:
- Bachelor’s level degree, preferably in Engineering or Computer Science
- Leadership and management skill
- Experience of open source technology and solutions
- Detail oriented with effective planning, organisation and reporting skill
- 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.
- On-target earnings between USD 300k and USD 450k
- Distributed work environment with twice-yearly team meetings 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.
Application Closing Date
Not Specified.
How to Apply
Interested and qualified candidates should:
Click here to apply online