Embedded Devices Software Solution Sales Account Manager

Company

Canonical

Salary / Compensation

• Not specified

Overview / Job Description

Canonical is expanding its Embedded Devices Software Solution Sales team globally and is seeking experienced sales professionals to drive growth across mission-critical embedded systems and IoT markets. The team focuses on Canonical’s Ubuntu portfolio, including Ubuntu Core for IoT, which provides secure, resilient, and scalable solutions for connected devices, industrial equipment, automotive systems, robotics, and consumer electronics.

The Embedded Devices Software Solution Sales Account Manager will be responsible for building and executing territory sales strategies, developing new business opportunities, managing strategic customer relationships, and closing complex software and services contracts. This role requires a technically savvy sales professional with experience selling embedded software, Linux-based solutions, enterprise software, or IoT technologies. The position is highly target-driven and involves significant prospecting, strategic account development, and collaboration with technical and commercial teams.

Responsibilities

Territory Development & Sales Strategy

• Build and execute strategic territory sales plans
• Identify and prioritize security-focused manufacturers and technology brands
• Expand Canonical’s presence within embedded systems and IoT markets
• Develop long-term growth strategies for assigned territories

Business Development & Prospecting

• Generate pipeline through outreach, prospecting, events, and marketing initiatives
• Identify and pursue new business opportunities within target accounts
• Build relationships with key stakeholders and decision-makers
• Expand revenue opportunities within existing and new customer accounts

Sales Execution & Account Management

• Manage the full sales cycle from prospecting to contract closure
• Meet and exceed quarterly and annual booking targets
• Position and sell open-source software, enterprise solutions, and professional services
• Maintain strong customer relationships throughout the sales process
• Develop account strategies to maximize growth opportunities

Customer Engagement & Solution Selling

• Understand customer technical and business requirements
• Present complex embedded software, Linux, cloud, virtualization, and container solutions
• Work closely with Field Engineers to deliver technical solutions
• Ensure customer satisfaction and successful solution adoption

Pipeline Management & Reporting

• Maintain accurate forecasting and pipeline visibility within Salesforce
• Track account activity, opportunities, and sales performance metrics
• Develop and maintain strategic account plans
• Provide regular sales reporting and territory updates

Cross-Functional Collaboration

• Partner with marketing teams to increase brand awareness and market penetration
• Coordinate with support, delivery, engineering, and management teams
• Contribute to strategic planning and business development initiatives
• Support customer success and long-term account growth

Requirements

Education

• Exceptional academic record throughout high school and university
• Undergraduate degree in a technical discipline preferred

Experience

• Field sales experience in embedded Linux, embedded software, IoT, or enterprise software
• Proven track record of achieving sales targets and closing large accounts
• Experience selling complex technical solutions to enterprise customers
• Experience managing strategic customer relationships and long sales cycles
• Experience with Linux environments (Ubuntu or Debian preferred)

Skills & Competencies

• Strong consultative and solution-based selling skills
• Excellent presentation and communication abilities
• Professional written and spoken English
• Strong relationship-building and stakeholder management skills
• Technical understanding of embedded systems, Linux, cloud, virtualization, or container technologies
• Highly self-motivated and results-oriented mindset
• Strong account planning and forecasting abilities
• Detail-oriented with excellent follow-up discipline
• Comfortable working independently in a distributed environment

Candidate Profile

You SHOULD Apply If

• You have experience selling embedded software, Linux, IoT, or enterprise technology solutions
• You enjoy building new business through strategic prospecting
• You are comfortable engaging senior enterprise stakeholders and technical buyers
• You thrive in quota-carrying sales environments
• You enjoy combining technical knowledge with commercial sales execution
• You are willing to travel extensively for customer meetings and industry events

You Should NOT Apply If

• You are uncomfortable with aggressive business development and prospecting responsibilities
• You prefer account maintenance over new business generation
• You lack experience selling technical or enterprise-level solutions
• You are unwilling to travel frequently
• You prefer highly structured environments with limited autonomy

Other Information

Additional Benefits / Highlights

• Fully remote global work environment
• Performance-based commission and bonus opportunities
• Annual compensation reviews
• $2,000 annual learning and development budget
• Recognition and reward programs
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program and wellness platform
• International travel opportunities for company events and team sprints
• Priority Pass membership and travel upgrades for company travel
• Opportunity to work with leading global technology companies and manufacturers

Travel Requirements

• Up to 50% travel for customer meetings, conferences, and industry events
• International travel twice yearly for company events (up to two weeks each)

Career Growth Opportunities

• Exposure to global enterprise technology markets
• Opportunity to work with cutting-edge IoT, embedded Linux, and open-source technologies
• Career progression into senior account management, sales leadership, and director-level roles
• Direct involvement in one of Canonical’s fastest-growing commercial divisions

Ideal For

• Enterprise Software Account Managers
• Embedded Systems Sales Professionals
• IoT Business Development Managers
• Linux/Open Source Software Sales Specialists
• Technical Account Managers with strong commercial experience

Application Process

• Submit application through Canonical’s careers platform
• Participate in Canonical’s assessment and interview process
• Successful candidates will join Canonical’s global Embedded Devices Software Solution Sales team