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Enterprise Open Source Sales Manager at

2 months ago

Nairobi, Nairobi Area, Kenya Canonical Full time
We deliver open source to the world faster, more securely and more cost effectively than any other company.

If you're interested in a career at Canonical, we are a remote-first company so please apply to any suitable role as skills are valued more than location, despite some having a preferred geographic preference.

Summary

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