EMEA Sales Director, ISV Embedded Solutions Coimbra

EMEA Sales Director, ISV Embedded Solutions
Coimbra
Coimbra, Coimbra District, Portugal

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 Io
T. Our customers include top public cloud and silicon providers, along with industry leaders across sectors. The company is a pioneer in global distributed collaboration, with 1, 100+ colleagues in 75+ countries and few
- based roles. Teams meet 2-4 times annually in interesting locations worldwide to align on strategy and execution.

The company is
- led, profitable, and growing.

We are hiring a Sales Director, ISV Embedded Solutions in various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and Saa
S solutions.

Canonical supports ISV customers and alliances in building on Ubuntu and Ubuntu Pro, enabling them to deliver fast, reliable, secure, compliant, and consistent solutions.

We offer the world's most extensive open source software base, backed by comprehensive SLA support, FIPS-certified cryptographic compliance, and security commitments that meet HIPAA and Fed
RAMP standards. We are the
- rated OS for developers. Partnering with major public cloud providers, we ensure Ubuntu is optimized and seamlessly integrated with their services, facilitating deployment across
- cloud environments. We also collaborate with leading server manufacturers, Io
T providers, and silicon vendors to enable, optimize, and certify Ubuntu on their hardware, making it an excellent choice for ISVs selling physical appliances or traditional software solutions.

Major brands in AI build on Ubuntu Pro to focus on their core products rather than maintenance or compliance.

Location: Multiple openings across the Americas and EMEA time zones

The role entails:

• Driving embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets.
• Leading customer and partner relationships throughout all stages of the sales and support lifecycle.
• Deepening understanding of the open source ecosystem.
• Developing partnerships supporting Canonical's strategic goals.
• Collaborating with product management for platform and solution enhancements for ISVs.
• Negotiating contracts with ISV partners and customers.
• Shaping content and messaging for ISV partners and customers.

What we are looking for in you

• Strong academic record from high school and university.
• Degree in a technical field or a compelling alternative narrative.
• Ability to establish strategic relationships at all organizational levels.
• Passion for technology with extensive experience in software, Saa
  S, Linux (Debian or Ubuntu preferred), open source, cloud, and container services.
• Experience in lead generation and business development in software sector.
• Excellent interpersonal, curiosity, flexibility, and accountability skills.
• Outstanding business English writing and presentation skills.
• Proven ability to meet commitments and deliver beyond expectations.
• Leadership, skills development, and mentorship commitment.
• Appreciation for diversity and effectiveness in multicultural organizations.
• Willingness to travel internationally twice a year for up to two weeks.

What we offer colleagues

Compensation is based on location, experience, and performance, with annual reviews and performance bonuses. Benefits include:

• Distributed work environment with biannual
  - person team sprints.
• USD 2, 000 annual learning and development budget.
• Annual compensation review.
• Recognition rewards, holiday leave, maternity and paternity leave, Employee Assistance Programme.
• Opportunities for travel, including to new locations.
• Travel upgrades for company events.

About Canonical

Canonical is at the forefront of open source innovation, publishing Ubuntu, a key platform for AI, Io
T, and cloud. We hire globally and uphold high standards of excellence. Most colleagues work remotely, fostering a
- oriented work environment that encourages smart work, skill development, and continuous learning.

Canonical is an equal opportunity employer, committed to diversity and inclusion, ensuring fair consideration of all applicants regardless of background.