Overview We are looking for Telecom account executives with particular interest in these markets: Middle East, DACH region, Nordics, Eastern Europe, USA. Fluency in the local language is preferable. Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors. Our mission is to accelerate the adoption and quality of open source globally, and we aim to be the most compelling way to ride the next phase of enterprise software innovation. Our customers include Global 500 enterprises and startups. We are expanding our product range from the base operating system – Ubuntu – to full enterprise solutions in infrastructure and applications, including software‑defined storage, private cloud solutions, container runtimes, databases, message queues, identity, observability, analytics, machine learning and web publishing. Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services to customers on the cloud, in the data center or in the IoT ecosystem. We are a distributed company with over 1,000 colleagues in 70+ countries and $250 m in revenue. We hire carefully and deliberately; the selection process is long and requires substantial work from applicants. It may take three to six months to secure an offer. Key Qualities for Our Sales Team Empathy for the customer – a real understanding of customer needs, industry‑specific challenges, and a desire to help customers solve their business problems. High intellect – the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence. Passion for technology – a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes. Teamwork – a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions. Energy – the drive to motivate oneself and others to achieve the best result for the team and our customers. Day‑to‑Day Responsibilities Represent Canonical, its solutions and software in your territory. Build and execute a territory plan to prioritize outreach and prospecting. Develop new pipeline through outreach, prospecting, local marketing, and industry events. Close contracts to meet and exceed quarterly and annual booking targets. Be proactive in achieving tactical and strategic objectives. Manage customer relationships and interactions through all stages of the sales cycle. Work with field engineers to propose solutions that solve our customers’ business problems. Work with customer success to identify growth opportunities. Maintain accurate pipeline data and forecasts within Salesforce. Establish productive professional relationships with key influencers and decision makers. Qualifications Bachelor’s level degree, preferably in engineering or computer science. Experience with open source technology and solutions. Detail oriented with effective follow‑up. Experience in enterprise software or technology sales planning and execution. Track record of achievement in sales targets and new account wins. Self‑discipline and motivation to be successful in a distributed team. Professional written and spoken English, as well as any language that may be appropriate for your target market. Ability to travel for customer engagements, industry events and company events. Additional Skills of Interest Specific vertical experience, in particular finance, telco, health, energy, public sector, tech. Experience speaking at conferences or industry events. Benefits and Compensation Distributed work environment with twice‑yearly team sprints in person. Personal learning and development budget of USD 2 000 per year. Annual compensation review. Recognition rewards. Annual holiday leave. Maternity and paternity leave. Employee Assistance Program. Opportunity to travel to new locations to meet colleagues. Priority Pass and travel upgrades for long‑haul company events. Location We are expanding our sales organisation globally and have open roles in every region. About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. One of the most important open source projects, Ubuntu powers AI, IoT and cloud solutions worldwide. Canonical has been a fully distributed company since its inception in 2004 and we recruit on a global basis, setting a high standard for people joining the company. Canonical is an equal‑opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #J-18808-Ljbffr