• People Management: Responsible for developing and managing the team’s career growth, from recruiting new hires to creating Individual Development Plans (IDPs) and delivering feedback. • Strategic Planning: Act as owner and co-owner of the planning process; contribute to product planning discussions, surface enabling points for planning, and drive continuous improvement of our solutions. • Technical / Engineering Management: Foster a Software Engineering culture that promotes knowledge sharing, continuous learning, and a culture of feedback and transparency among peers, leaders, partners, and the team. • Technical Decision Support: Contribute to and support technical decisions across disciplines such as Architecture, Documentation, Technical Debt, Quality, Security, SRE, DevOps, and Data Engineering. • Flow Management: Lead and be primarily responsible for evolving software development processes, including Flow Management, Crisis Management, Incident Management, and tracking the team roadmap. • Backlog and Roadmap Support: Support the team in Backlog and Workflow Roadmap management, participate in rituals and apply Kanban practices, encourage autonomy and empowerment, and use metrics to drive continuous improvement.

• Drive operator sales growth by identifying and securing net new business within the assigned territory. • Acquire additional venues/outlets within existing accounts through proactive pipeline management, ensuring opportunities across all sales stages. • Effectively utilize Salesforce and C4C to manage growth opportunities, customer events, and forecasting. • Lead joint business planning and business reviews to strengthen partnerships and meet contractual service levels. • Negotiate and execute contracts that are profitable and aligned with Nestlé Professional’s business strategy. • Partner with internal operations to ensure smooth execution of onboarding, training, and installation for new venues. • Promote compliance with brand stewardship and manage quality assurance activities within the territory. • Sell seasonal and innovation programs to drive incremental growth. • Maintain strong distributor relationships and provide guidance on sales opportunities and product stocking. • Provide accurate sales forecasts and maintain detailed visibility into pipeline health. • Exhibit an entrepreneurial mindset to identify and pursue incremental growth opportunities. • Launch new products effectively, using established tools and best practices. • Communicate regularly with internal partners to ensure alignment across all business facets.

Role Description Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics. This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions. - Building and executing a territory sales 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 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 Qualifications - 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 - Professional written and spoken English with excellent presentation skills - Experience with Linux (Debian or Ubuntu preferred) - Excellent interpersonal skills, curiosity, flexibility, and accountability - Result-oriented, with a personal drive to meet commitments - Detail oriented with effective follow-up Requirements - 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 Benefits - We consider geographical location, experience, and performance in shaping compensation worldwide. - Performance-driven annual bonus or commission. - 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.

Role Description Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics. This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions. The role entails: - Building and executing a territory sales 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 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 Qualifications - 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 - Professional written and spoken English with excellent presentation skills - Experience with Linux (Debian or Ubuntu preferred) - Excellent interpersonal skills, curiosity, flexibility, and accountability - Result-oriented, with a personal drive to meet commitments - Detail oriented with effective follow-up Requirements - 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 Benefits - We consider geographical location, experience, and performance in shaping compensation worldwide. - Performance-driven annual bonus or commission. - 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.