[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 Manager (Americas) 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[USA](https://jobicy.com/job-region/usa.md), [Canada](https://jobicy.com/job-region/canada.md), [LATAM](https://jobicy.com/job-region/latam.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceSeniorPublished2 Nov 2026Apply before2 Dec 2026Listing views24Application 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 seeking a field sales leader to grow embedded-device and IoT software business across the Americas. The role owns territory planning, outbound prospecting, strategic account development, pipeline forecasting, and closing against annual bookings targets. Candidates need experience selling complex embedded Linux, enterprise software, cloud, virtualization, or container solutions to senior enterprise stakeholders. This is a high-energy remote position with substantial customer travel of up to 50% and twice-yearly international company events. ## 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 insightThe position combines a demanding quota, greenfield prospecting, complex technical solution selling, and responsibility for strategic enterprise accounts. Success requires independently building a territory while coordinating effectively with marketing, field engineers, delivery, and leadership. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$150,000US market range (per year)$110k–$210k0$231.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary range is disclosed. The yearly cadence is inferred from the role's full-time senior sales scope and references to annual bookings targets, annual compensation review, and annual bonus or commission. Estimated USD annual market compensation reflects base-salary expectations for an Americas-based enterprise embedded software sales manager; variable commission may be additional. ## 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)[IoT solutions](https://jobicy.com/jobs?search_keywords=IoT%20solutions.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Strategic account management](https://jobicy.com/jobs?search_keywords=Strategic%20account%20management.md)[Sales prospecting](https://jobicy.com/jobs?search_keywords=Sales%20prospecting.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Solution selling](https://jobicy.com/jobs?search_keywords=Solution%20selling.md)[Cloud computing](https://jobicy.com/jobs?search_keywords=Cloud%20computing.md)[Virtualization](https://jobicy.com/jobs?search_keywords=Virtualization.md)[Container technologies](https://jobicy.com/jobs?search_keywords=Container%20technologies.md)[Account forecasting](https://jobicy.com/jobs?search_keywords=Account%20forecasting.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[Executive presentations](https://jobicy.com/jobs?search_keywords=Executive%20presentations.md) Sample interview questionsHow would you build a territory plan for security-focused embedded-device manufacturers?I would segment the territory by vertical, installed Linux footprint, security and compliance needs, product lifecycle complexity, and buying potential. I would prioritize named accounts with clear Ubuntu Core or embedded Linux use cases, map decision-makers and technical influencers, create account-specific outreach plans, and review pipeline coverage and conversion weekly. Describe how you would position Ubuntu Core to an enterprise evaluating embedded operating systems. I would first understand the device, security, update, certification, and lifecycle requirements. I would position Ubuntu Core around secure-by-design architecture, reliable over-the-air updates, operational resilience, developer productivity, and Canonical's commercial support, then validate value through a tailored technical and business case with the customer and field engineers. How do you manage a complex enterprise sale with several stakeholders? I establish a stakeholder map that covers economic buyers, technical evaluators, security teams, procurement, and executive sponsors. I agree on mutual success criteria, document the sales process and next steps in Salesforce, coordinate technical resources early, and maintain regular executive-level communication to prevent stalled decisions. What would you do if your pipeline was below target midway through a quarter? I would diagnose the gap by opportunity stage, conversion rate, deal size, and lead source. I would increase targeted outbound activity in high-potential accounts, accelerate qualified opportunities with clear mutual action plans, engage marketing and field engineering for account campaigns, and provide a transparent forecast with corrective actions. How do you maintain credibility when selling technical solutions to engineering leaders? I prepare thoroughly on the customer's architecture, device environment, security priorities, and operational constraints. I ask informed discovery questions, communicate value without overstating technical claims, involve subject-matter experts when appropriate, and follow through quickly on technical commitments and next steps. 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 in Americas timezones. ### 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/158511-embedded-devices-software-solution-sales-manager-americas.md) > Annual salary information is not provided for this position. 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