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CanonicalManager of Enterprise Open Source Sales Team
Canonical is hiring regional managers for its enterprise open source sales teams, spanning Europe, the Middle East, India and Asia, plus ANZ, Africa and the Americas.…
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About This Role
Canonical is hiring regional managers for its enterprise open source sales teams, spanning Europe, the Middle East, India and Asia, plus ANZ, Africa and the Americas. Each manager oversees five to ten enterprise sales reps. The company reports being profitable, with just over 1,000 staff in more than 70 countries and revenue above $250 million. Its customers include Global 500 firms and start-ups, and Canonical sells licensed software and paid…
Job Description
Canonical is hiring regional managers for its enterprise open source sales teams, spanning Europe, the Middle East, India and Asia, plus ANZ, Africa and the Americas. Each manager oversees five to ten enterprise sales reps. The company reports being profitable, with just over 1,000 staff in more than 70 countries and revenue above $250 million. Its customers include Global 500 firms and start-ups, and Canonical sells licensed software and paid support, plus managed services, consulting and training around Ubuntu and open source applications.
The manager builds and carries out a territory plan, assigns accounts to representatives, and picks out new logo accounts for account-based marketing. The role means making sure each representative has sound account plans for current and priority prospects, watching new pipeline arising from outreach, prospecting, local marketing and trade events, and helping deals close against quarterly and annual bookings goals. The manager also works with customer success to spot growth, keeps pipeline data and forecasts accurate in Salesforce, and speaks for Canonical's solutions. The role is measured against an annual team bookings target for the territory.
Candidates should hold a bachelor's degree, ideally in engineering or computer science, and show leadership and management ability. Experience with open source technology, enterprise software or technology sales, and a record of meeting targets and winning new accounts are expected. The posting asks for careful planning and reporting, self-discipline in a distributed team, and professional written and spoken English, plus any other language the target market needs. Travel is needed for customer work and regional events, and for company gatherings twice yearly. Experience in finance, telecoms, health, energy, the public sector or technology is an advantage. The hiring process is lengthy, with offers typically taking three to six months.
Responsibilities
- Build and carry out a territory plan that sets outreach priorities
- Allocate portions of the territory and accounts to reps
- Identify and rank new logo accounts for account-based marketing
- Make sure representatives keep strong account plans
- Track new pipeline from outreach, prospecting, local marketing and events
- Help close deals against quarterly and annual bookings goals
- Work with customer success to find growth
- Keep pipeline data and forecasts accurate in Salesforce
- Coach and lead the team by example
Requirements
- Bachelor's degree, ideally in engineering or computer science
- Leadership and management ability
- Experience with open source technology and solutions
- Careful planning, organisation and reporting skills
- Background in enterprise software or tech sales
- Record of meeting sales targets and winning new accounts
- Self-discipline and drive in a distributed team
- Professional written and spoken English, plus any language the target market needs
- Ability to travel for customer work, industry events and company events
Qualifications
- Vertical experience in finance, telecoms, health, energy, the public sector or technology
- Track record of presenting at conferences or trade events
Core Skills
Benefits
- Largely remote work, with in-person team meetings twice yearly
- USD 2,000 yearly for learning and development
- Commission tied to performance, with a yearly pay review
- Recognition awards and paid holidays
- Parental leave for mothers and fathers
- Employee assistance programme
- Priority Pass card and upgraded seats on long-haul company travel
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Which regions are hiring for this role?
The posting lists regions from Europe and the Middle East through India, Asia, ANZ, Africa and the Americas.
How large a team does the manager lead?
Each manager is responsible for between five and ten enterprise reps, per the posting.
Is there a sales quota?
Yes. The successful candidate is measured on an annual team bookings target for the territory.
What salary is offered?
The posting does not specify a salary. It describes a commission structure, with pay varying by location, experience and performance.
Sample Interview Questions
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