Embedded Devices Software Solution Sales All Roles

About Canonical and the Role

Canonical is a provider of open-source software and operating systems, with its Ubuntu platform widely used in enterprise initiatives such as public cloud, data science, AI, and IoT. The company operates globally with over 1200 colleagues in 75+ countries. Canonical is expanding its Embedded Devices Software Solution Sales team in Riyadh, Saudi Arabia, seeking managers, directors, and account managers. This full-time role focuses on sales and strategic account development for the Ubuntu product portfolio, particularly Ubuntu Core for IoT, which offers security and resilience for high-end appliances and equipment.

Role Responsibilities

• Build and execute a territory sales plan to prioritize security-focused brands and manufacturers.
• Collaborate with marketing to promote the brand and increase market awareness in prioritized accounts.
• Develop pipeline through outreach, prospecting, local marketing, and industry events.
• Close contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives.
• Manage customer relationships and interactions throughout all stages of the sales cycle.
• Work with Field Engineers to understand customer requirements and ensure customer satisfaction.
• Maintain accurate data and forecasts within Salesforce.
• Establish productive professional relationships with key influencers and decision-makers.
• Coordinate with colleagues, including support, delivery, and management teams.

Required Qualifications and Experience

• 5-10 years of experience in sales, with a focus on prospecting and strategic account development.
• Ability to carry an annual bookings quota.
• Comfortable positioning and selling a range of open-source, services, and software solutions.
• Demonstrated ability to build trusted and profitable commercial relationships.
• Experience in selling complex technical solutions, including enterprise software, cloud, virtualization, and container technologies, to senior enterprise levels and departments focused on embedded software and IoT devices.
• Technical skills and familiarity with embedded Linux and RTOS.
• Professional practice in account planning and continuous pipeline reporting.

Work Environment and Travel

This role requires active engagement in building new business and maintaining existing relationships within the assigned territory. Candidates must be able to travel regionally for client engagement and internationally for company events approximately twice a year. Canonical operates with a globally distributed team, with most colleagues working remotely since 2004. Teams meet in person two to four times annually for strategic alignment.

Compensation and Benefits

Compensation is determined by geographical location, experience, and performance, and is reviewed annually. In addition to base pay, Canonical offers a performance-driven annual bonus or commission. The company provides additional benefits designed to meet local needs and ensure global fairness.

About Canonical

Canonical is a technology firm focused on open source, known for publishing Ubuntu. The company recruits globally and maintains high standards for new hires, expecting excellence in performance. Canonical is an equal opportunity employer committed to fostering a workplace free from discrimination, valuing diversity of experience, perspectives, and background.