Manager of Enterprise Open Source Sales Team

About Canonical

Canonical is a profitable and growing global enterprise sales organization, challenging major enterprise software vendors in the open source software market. With over 1,000 colleagues in 70+ countries and over $250 million in revenue, Canonical operates with a distributed leadership model. The company's mission is to accelerate the adoption and quality of open source globally, aiming to ship the most software by cores. Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training to customers deploying Ubuntu or open source applications across various environments.

Role Overview

Canonical is seeking a Manager of Enterprise Open Source Sales Team to lead a regional sales team in Riyadh, Saudi Arabia. This full-time role involves managing a team of five to ten enterprise sales representatives, focusing on expanding Canonical's product range from Ubuntu to full enterprise solutions in infrastructure and applications. The successful candidate will be responsible for driving team performance and achieving annual team bookings quotas within their assigned territory.

Key Responsibilities

• Build and execute a territory plan to prioritize outreach and prospecting activities.
• Allocate territory portions and accounts to sales representatives within the team.
• Identify and prioritize new logo accounts for account-based marketing and prospecting.
• Ensure sales representatives develop high-quality account plans for existing accounts and priority prospects.
• Monitor new pipeline development by the team through outreach, prospecting, local marketing, and industry events.
• Support contract closure to meet and exceed quarterly and annual bookings targets.
• Achieve tactical and strategic objectives proactively.
• Collaborate with customer success to identify growth opportunities.
• Ensure the team maintains accurate pipeline data and forecasts within Salesforce.
• Represent the company, its solutions, and software in the market.

Qualifications and Experience

• Bachelor's level degree, preferably in engineering or computer science.
• 5-10 years of experience in enterprise software or technology sales planning and execution.
• Demonstrated leadership and management skills.
• Experience with open source technology and solutions.
• Detail-oriented with effective planning, organization, and reporting skills.
• Proven track record of achievement in sales targets and new account wins.
• Self-discipline and motivation to succeed in a distributed team environment.
• Professional written and spoken English, along with any language appropriate for the target market.
• Ability to travel for customer engagements, industry events, and company events.

Desired Attributes

• Empathy for the customer, understanding their needs and industry-specific challenges.
• High intellect, with the ability to learn complex subjects quickly and communicate clearly.
• Passion for technology and an understanding of the state of the art.
• A strong commitment to teamwork and collaboration across disciplines.
• Energy and drive to motivate oneself and others for optimal team and customer results.

Additional Skills of Interest

• Specific vertical experience in finance, telco, health, energy, public sector, or tech.
• Experience speaking at conferences or industry events.