Embedded IoT Solution Sales Specialist

The company is a leading provider of open-source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.

We are hiring Embedded IoT / Edge Solutions Sales Representatives to expand our reach in mission-critical industries such as Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. We are looking for candidates who are technically skilled and familiar with embedded Linux and RTOS.

The role entails building and executing a territory plan to prioritize leading security-focused brands and manufacturers, working with marketing to promote our brand and increase market awareness in prioritized accounts, developing pipeline through outreach, prospecting, local marketing, and industry events, closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives, managing customer relationships and interactions through all stages of the sales cycle, working with IoT Field Engineers to understand customer requirements and ensure customer satisfaction, maintaining accurate data and forecasts within Salesforce, establishing productive professional relationships with key influencers and decision-makers, coordinating with colleagues, including support, delivery, and management.

• To be successful in this role, you must have 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.

• Exceptional academic track record from both high school and university
• Undergraduate degree in a technical subject
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Track record of going above-and-beyond expectations to achieve outstanding results
• Field sales experience in embedded Linux, embedded software, or enterprise software
• Track record of achievement of sales targets and large account wins
• Passion for technology evidenced by personal projects and initiatives
• The work ethic and confidence to shine alongside motivated colleagues
• Professional written and spoken English with excellent presentation skills
• Experience with Linux (Debian or Ubuntu preferred)
• Excellent interpersonal skills, curiosity, flexibility, and accountability
• Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization
• Thoughtfulness and self-motivation
• Result-oriented, with a personal drive to meet commitments
• Ability to travel internationally twice a year, for company events up to two weeks long
• Willingness to travel up to 50% for customer meetings and industry events
• Ability to develop and execute territory sales plans
• Detail oriented with effective follow-up

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission.

• 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
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events