Embedded Devices Software Solution Sales Manager (APAC)

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder-led, profitable, and growing.Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics. We are continually enhancing this portfolio with features like real-time Linux capability and pursuing various certifications, representing Linux reinvented for optimal reliability, security, developer productivity, and footprint. We seek technically skilled professionals familiar with embedded Linux and RTOS.This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions. Leveraging Ubuntu's market adoption, the work requires actively building trusted and profitable commercial relationships, developing the potential of your territory beyond managing inbound interest. This involves prospecting new business, maintaining existing relationships, and working with colleagues on account strategy. Candidates must be effective in selling complex technical solutions, including enterprise software, cloud, virtualization, and container technologies, to senior levels of the enterprise and departments focused on embedded software and IoT devices. Professional practice, clear account planning, continuous pipeline reporting, and the ability to travel regionally for client engagement and internationally for company events twice a year are expected.Location: This is a remote role in APAC region.The role entailsBuilding and executing a territory sales plan to prioritize leading security-focused brands and manufacturersWorking with marketing to promote our brand and increase market awareness in prioritized accountsDeveloping pipeline through outreach, prospecting, local marketing, and industry eventsClosing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectivesManaging customer relationships and interactions through all stages of the sales cycleWorking with Field Engineers to understand customer requirements and ensure customer satisfactionMaintaining accurate data and forecasts within SalesforceEstablishing productive professional relationships with key influencers and decision-makersCoordinating with colleagues, including support, delivery, and managementWhat we are looking for in youExceptional academic track record from both high school and universityUndergraduate degree in a technical subjectConfidence to respectfully speak up, exchange feedback, and share ideas without hesitationTrack record of going above-and-beyond expectations to achieve outstanding resultsField sales experience in embedded Linux, embedded software, or enterprise softwareTrack record of achievement of sales targets and large account winsProfessional written and spoken English with excellent presentation skillsExperience with Linux (Debian or Ubuntu preferred)Excellent interpersonal skills, curiosity, flexibility, and accountabilityResult-oriented, with a personal drive to meet commitmentsAbility to travel internationally twice a year, for company events up to two weeks longWillingness to travel up to 50% for customer meetings and industry eventsDetail oriented with effective follow-upWhat we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. 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.Distributed work environment with twice-yearly team sprints in personPersonal learning and developm