About this role.
Canonical is seeking a remote APAC sales manager to grow embedded-device and IoT software revenue across strategic enterprise accounts. The role focuses on selling Ubuntu, Ubuntu Core, open-source services, and related embedded Linux solutions to manufacturers and technology leaders in sectors such as industrial electronics, automotive, robotics, and consumer devices. Responsibilities include territory planning, outbound prospecting, account development, pipeline forecasting in Salesforce, contract closure, and coordination with field engineering and delivery teams. Success requires a technical undergraduate background, demonstrated quota attainment, enterprise or embedded software sales experience, and confidence engaging senior decision-makers. The position involves substantial regional travel of up to 50% plus two international company events each year.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
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Cover letter sample
Dear Hiring Team,
I am excited to apply for the Embedded Devices Software Solution Sales Manager role at Canonical. My experience selling complex technical solutions, developing strategic enterprise accounts, and working with technical stakeholders would allow me to build demand for Ubuntu and Ubuntu Core across the APAC embedded-device market. I am comfortable owning a territory plan, creating qualified pipeline through proactive outreach, and partnering with engineering teams to translate customer requirements into commercially successful solutions.
- Enterprise and embedded software sales experience
- Technical fluency in Linux, IoT, cloud, and container technologies
- Disciplined account planning, forecasting, and executive communication
I would welcome the opportunity to help Canonical expand secure, reliable open-source platforms within mission-critical device markets.
Sample interview questions
I would segment the territory by vertical, device volume, security and compliance needs, existing Linux adoption, and account growth potential. I would prioritize target manufacturers and ecosystem partners, map technical and executive buying stakeholders, define account-specific value hypotheses, and establish measurable pipeline, meeting, and conversion targets.
I would connect Ubuntu Core's security, transactional updates, application isolation, and predictable lifecycle management to the manufacturer's operational risks and product roadmap. I would quantify value through reduced patching effort, faster and safer over-the-air updates, improved device resilience, and support for regulatory or customer security expectations.
I create a stakeholder map that identifies each participant's priorities, influence, decision criteria, and potential objections. I align technical validation with business outcomes, maintain a mutual action plan with clear milestones, engage field engineers early, and use regular executive updates to prevent stalled decisions.
I would monitor qualified pipeline coverage, stage conversion rates, average deal size, sales-cycle duration, close dates, forecast category accuracy, activity against target accounts, and identified risks or dependencies for each major opportunity. I would update Salesforce promptly and challenge assumptions with evidence from customer engagement.
I allocate time based on account potential, deal stage, renewal or expansion timing, and pipeline coverage needs. Existing accounts receive structured success and expansion plans, while protected weekly prospecting blocks, targeted campaigns, partner engagement, and event follow-up ensure a consistent stream of new opportunities.
Canonical 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. Our customers include the world’s leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
The company is founder-led, profitable, and growing.
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. We are continually enhancing this portfolio with features like real-time Linux capability and pursuing various certifications, representing Linux reinvented for optimal reliability, security, developer productivity, and footprint. We seek technically skilled professionals familiar with embedded Linux and RTOS.
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. Leveraging Ubuntu’s market adoption, the work requires actively building trusted and profitable commercial relationships, developing the potential of your territory beyond managing inbound interest. This involves prospecting new business, maintaining existing relationships, and working with colleagues on account strategy. Candidates must be effective in selling complex technical solutions, including enterprise software, cloud, virtualization, and container technologies, to senior levels of the enterprise and departments focused on embedded software and IoT devices. Professional practice, clear account planning, continuous pipeline reporting, and the ability to travel regionally for client engagement and internationally for company events twice a year are expected.
Location: This is a remote role in APAC region.
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
What we are looking for in you
- 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
- 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
- Detail oriented with effective follow-up
What we offer colleagues
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. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
- 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
About Canonical
Canonical 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 of software. 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. Most colleagues at Canonical have worked from home since our 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 employer
We 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.
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