Enterprise Account Executive - Telecoms - DACH Territory - German Speaker

OverviewCanonical is seeking an Enterprise Account Executive for Telecoms in the DACH region who is fluent in German. Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors. We deliver better open source from the data center to cloud and edge, and Ubuntu is the leading platform for public cloud compute and a foundation for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores. The role will engage Global 500 enterprises and startups as Canonical expands from Ubuntu to full enterprise solutions in infrastructure and applications.Our customers include Global 500 enterprises and startups. We are expanding our product range from 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 capabilities. Customers value security compliance and support for everything open source from a single company. Our goal is to have more solutions on tap than any other vendor, with capabilities spanning across every cloud and class of compute and application.Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services for customers deploying Ubuntu or open source applications on the cloud, in their data centers or in the connected device and IoT ecosystem. We are just over 1,000 colleagues in 70+ countries with about $250m in revenue, profitable and on a steady growth trajectory. We are almost fully distributed with leadership across many countries, and we believe talent is globally distributed. We hire, develop, promote and trust a diverse group to build the best, not biggest, enterprise software company.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 rush-to-hire role but a long-term opportunity for ambitious individuals who understand the drivers of open source and enterprise procurement and decision making. Canonical seeks exceptional ability and character, and provides a collaborative, diligent, effective environment. We are committed to excellence and to supporting our teams as they grow.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 solve business problemsHigh intellect - the ability to learn quickly, understand complex subjects, and communicate clearly to build trustPassion for technology - fascination with the state of the art and solving hard problemsTeamwork - willingness to collaborate and balance personal and team goalsEnergy - drive to achieve the best results for the team and our customersUbuntu is widely adopted and provides a credible basis for market conversations. Sales professionals must develop trusted, profitable relationships with enterprises in the territory. You will need to plan territory, accounts and reporting on pipeline status and activity using standard professional tools.The successful candidate will carry an annual bookings quota within the assigned territory. They should be able to travel regionally for client engagements, industry conferences, and internationally for company events twice a year. They will be expected to prospect, 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 : For this role you need good knowledge of the Telco market in the DACH region. Being based in DACH is preferable.ResponsibilitiesRepresent the company, its solutions and software, in your territoryBuild and execute a territory plan to prioritize outreach and prospectingDevelop new pipeline through outreach, prospecting, local marketing, and industry eventsClose contracts to meet and exceed quarterly and annual bookings targetsBe mindful and proactive in achieving tactical and strategic objectivesManage customer relationships and interactions through all stages of the sales cycleWork with field engineers to propose solutions that solve our customers\' business problemsWork with customer success to identify growth opportunitiesMaintain accurate pipeline data and forecasts within SalesforceEstablish productive professional relationships with key influencers and decision makersQualificationsBachelor\'s level degree, preferably in engineering or computer scienceExperience of open source technology and solutionsDetail oriented with effective follow-upExperience in enterprise software or technology sales planning and execution in the Telecoms in the DACH regionTrack record of achievement in sales targets and new account winsSelf-discipline and motivation to be successful in a distributed teamProfessional written and spoken English, as well as German languageAbility to travel for customer engagements, industry events and company eventsAdditional Skills Of InterestSpecific vertical experience, in particular finance, telco, health, energy, public sector, techExperience speaking at conferences or industry eventsBenefitsDistributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveEmployee Assistance ProgramOpportunity to travel to new locations to meet colleaguesPriority Pass, and travel upgrades for long haul company eventsAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Canonical has been a fully distributed company since its inception in 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.Canonical is an equal opportunity employerWe 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.Seniority levelMid-Senior levelEmployment typeFull-timeJob functionSales and Business DevelopmentSoftware Development

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