• 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 engagements or, 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
• 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

Distributed work environment with twice-yearly team meetings in person

• Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
• High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
• 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
• 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

Experience speaking at conferences or industry events

Specific vertical experience, in particular finance, telco, health, energy, public sector, tech

• In addition to base pay, we offer a performance-driven commission structure
• 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