[All remote jobs](https://jobicy.com/jobs.md)[![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)[Canonical](https://jobicy.com/company/canonical-ltd.md) # Embedded Devices Software Solution Sales Director (Japan) Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)ShareRemote from[Japan](https://jobicy.com/job-region/japan.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished12 Oct 2026Apply before11 Nov 2026Listing views43Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Canonical is hiring a Japan-based remote sales director to grow embedded-device and IoT software revenue for Ubuntu, Ubuntu Core, and related open-source services. The role owns territory planning, outbound prospecting, strategic account development, pipeline forecasting, and closing against annual bookings targets. Success requires consultative enterprise sales expertise alongside technical credibility in embedded Linux, RTOS, cloud, virtualization, containers, and IoT. The director will collaborate with marketing, field engineers, delivery, support, and leadership while traveling regionally up to 50% and internationally twice yearly. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior quota-carrying field-sales role requiring both complex technical solution selling and the creation of new demand in a specialized embedded and IoT market. High travel expectations, large-account sales cycles, executive engagement, and rigorous forecasting increase the role's complexity. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$230,000US market range$170k–$320k0$352k AI insightNo actual salary range is disclosed; the USD 2,000 amount is a learning and development benefit, not pay. For the US market, this is an estimate of annual total target compensation for a senior embedded/enterprise software sales director, including a base salary and variable commission; actual Japan-based compensation may differ materially by territory design, quota, and local pay practices. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise software sales](https://jobicy.com/jobs?search_keywords=Enterprise%20software%20sales.md)[Embedded Linux](https://jobicy.com/jobs?search_keywords=Embedded%20Linux.md)[Ubuntu](https://jobicy.com/jobs?search_keywords=Ubuntu.md)[Ubuntu Core](https://jobicy.com/jobs?search_keywords=Ubuntu%20Core.md)[IoT](https://jobicy.com/jobs?search_keywords=IoT.md)[Strategic account management](https://jobicy.com/jobs?search_keywords=Strategic%20account%20management.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Salesforce forecasting](https://jobicy.com/jobs?search_keywords=Salesforce%20forecasting.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md) Sample interview questionsHow would you build a territory plan for Ubuntu Core and embedded Linux solutions in Japan?I would segment the market by high-value verticals such as industrial automation, automotive, robotics, and consumer electronics, then prioritize accounts with security, lifecycle-management, and device-fleet complexity. I would map technical and executive buying stakeholders, define account-specific value hypotheses, establish pipeline coverage targets, and review leading indicators weekly. Describe how you would position Ubuntu Core against an embedded Linux alternative for a security-sensitive manufacturer. I would first assess the customer's device lifecycle, update process, regulatory requirements, operational constraints, and developer workflow. I would position Ubuntu Core around secure-by-design architecture, reliable over-the-air updates, maintainability, ecosystem support, and Canonical's commercial services, substantiating the case through a technical validation plan and quantified operational outcomes. Tell us about a time you created pipeline without relying on inbound demand. I would explain a structured outbound motion that combined account research, stakeholder mapping, industry-event follow-up, targeted messaging, and partner or marketing coordination. The strongest example would quantify meetings created, qualified opportunities, pipeline value, conversion rates, and resulting closed revenue. How do you maintain forecast accuracy in a long enterprise sales cycle? I use clear stage-exit criteria, documented customer next steps, mutual action plans, stakeholder mapping, and regular validation of budget, authority, need, timeline, and competitive risk. I keep Salesforce current and distinguish committed opportunities from upside based on evidence rather than optimism. How would you work with field engineers when selling a technically complex solution? I would align early on the customer's business problem, desired technical outcomes, decision process, and proof-of-value scope. I would protect engineering time with qualified discovery, ensure responsibilities and success criteria are documented, and translate technical validation results into a commercial plan for the customer. Opportunity details ## About this role. 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 based in Japan. ### 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.](https://canonical.com/careers/diversity/identity) #LI-remote Show more [Apply now >](https://jobicy.com/jobs/155089-embedded-devices-software-solution-sales-director-japan.md) > Annual salary information is not provided for this position. 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