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Embedded IoT / Edge Solutions Sales Representative, Manager and Director, London

Client: Canonical

Location: London, United Kingdom

Job Category: Other

EU work permit required: Yes

Job Reference: a2f697907266

Job Views: 7

Posted: 12.08.2025

Expiry Date: 26.09.2025

Job Description:

Canonical is a leading provider of open-source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. We operate with a global distributed team of + colleagues in 75+ countries, with few office-based roles. Teams meet 2-4 times a year worldwide to align on strategy and execution.

We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled, familiar with embedded Linux and RTOS. We are hiring across all time zones, so candidates from nearly any country with reasonable market access are welcome. We will also hire Sales Managers and Regional Directors as we grow.

Ubuntu's server edition is widely used in connected devices and industrial PCs. Ubuntu Core, our IoT edition, offers security and resilience for high-end appliances. Our clients include brands in consumer and industrial electronics, automotive, and robotics. We are expanding our offerings to enhance security, management, and developer experience for small Linux environments and devices, including new real-time Linux capabilities and certifications.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on ability to sell open source, services, and software solutions at all organizational levels, especially those developing embedded software and IoT devices. Familiarity with at least one key sector is preferred.

Customers value the integrated security and support for open source solutions from a single provider. Our goal is to offer more solutions than any other vendor across all cloud, compute, and application categories. Canonical provides enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications on cloud, data centers, and IoT ecosystems. We are growing steadily, mostly distributed, with leadership across many countries. We believe talent is globally distributed and aim to hire, develop, and promote a diverse, talented team to build a leading enterprise software company.

Our hiring process is thorough and lengthy, typically taking 3-6 months. We seek ambitious, long-term thinkers who understand open source's rise and enterprise procurement drivers. We set high standards for hiring and performance, selecting for exceptional ability and character, fostering teamwork, diligence, collaboration, and effectiveness.

In building our sales team, we value:

• Empathy for customer needs and challenges
• High intellect and quick learning
• Passion for technology and innovation
• Teamwork and collaboration
• Energy and motivation

Ubuntu's wide adoption provides a strong market position, but sales professionals must work to deepen relationships and generate new business. Developing territory potential, strategic planning, and continuous pipeline management are essential.

The successful candidate will have an annual bookings quota, travel regionally and internationally, and demonstrate professionalism in prospecting, maintaining, and developing client relationships. They should be comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and related solutions to senior enterprise stakeholders.

Location: We are expanding sales in EMEA, APAC, and the Americas.

The role entails:

• Building and executing a territory plan targeting security-focused brands
• Collaborating with marketing to boost brand awareness
• Developing pipeline through outreach and industry events
• Closing contracts to meet/exceed targets
• Managing customer relationships throughout the sales cycle
• Working with IoT Field Engineers to ensure customer satisfaction
• Maintaining data and forecasts in Salesforce
• Building relationships with key decision-makers
• Coordinating with colleagues across functions

What we are looking for in you:

• Strong academic background
• Confidence in communication and feedback
• Proven sales achievement, especially in embedded Linux/software
• Passion for technology and personal initiative
• Excellent English skills and presentation abilities
• Experience with Linux (Debian/Ubuntu preferred)
• Interpersonal skills, curiosity, adaptability
• Appreciation for diversity and multicultural work environments
• Self-motivation and result orientation
• Willingness to travel up to 50%, including international trips
• Ability to develop sales strategies and plans
• Attention to detail and follow-up skills

What we offer colleagues:

Compensation is tailored by location, experience, and performance, with annual reviews and performance-based bonuses or commissions. Benefits include:

• Distributed work environment with biannual in-person team sprints
• USD 2,000+ annual learning and development budget
• Recognition rewards, holiday leave, parental leave
• Wellness programs and support services
• Travel opportunities for meetings and events