This is a Enterprise Open Source Sales Manager role with one of the leading companies in AU right now Canonical with an amazing team. They are continuing to grow rapidly. This is the chance to join right as the takes off. More About the Role at Canonical We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer. This is not a place to apply if you are in a rush to find a position, it is a worthwhile place to apply if you are ambitious and long-term in your thinking about your career and the dynamics which move the world forward. If you see clearly the rise of open source, and you understand the drivers of enterprise procurement and technical decision making, then you will understand why Canonical has such a tremendous long term advantage. You will also understand, given the ferocity of competition and the challenges of competing in a market of giants, that we have to set a very high bar for hiring and performance. In order to be a world leading company we select for exceptional ability as well as character, and then provide an environment which promotes teamwork and celebrates diligence, collaboration and effectiveness. All of those are easy to say but hard to do - at Canonical we are willing to be uncomfortable in pursuit of that excellence. In building our sales team, we look for five things: - 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 Ubuntu is already very widely adopted which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory. Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You will need judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest. We expect professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools. The successful candidate will carry an annual team bookings quota within their territory. They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year. They will be expected to demonstrate professionalism and effectiveness in managing their team. They will need to coach, mentor and lead by example. Their sales representatives are expected to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy. They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise. Location: We are expanding our sales organisation globally and have open roles in every region. What your day will look like - Build and execute a territory plan to prioritize outreach and prospecting - Allocate portions of territory and accounts to sales representatives on your team - Identify and prioritise new logo accounts in your territory for account-based marketing and prospecting - Ensure that sales representatives have high quality account plans for existing accounts and priority prospects - Monitor new pipeline development by your team, through outreach, prospecting, local marketing, and industry events - Support contract closure to meet and exceed quarterly and annual bookings targets - Be mindful and proactive in achieving tactical and strategic objectives - Work with customer success to identify growth opportunities - Ensure your team maintain accurate pipeline data and forecasts within Salesforce - Represent the company, its solutions and software What we are looking for in you - Bachelor's level degree, preferably in engineering or computer science - Leadership and management skill - Experience of open source technology and solutions - Detail oriented with effective planning, organisation and reporting skill - 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 If you don’t think you're a perfect fit, you should still sign up to Hatch and create a profile, we'll match you to other roles that suit your profile. Hatch exists to level the playing field for people as they discover a career that’s right for them. We model this in our hiring process for our partners like Canonical. ✅ Applying here is the first step in the hiring process for this role at Canonical. We do not discriminate on the basis of gender identity, sexual orientation, cultural identity, disability, age, or any other non-merit factors. To put it simply, Hatch is for everyone.