Account Manager for Telco - Middle East

Overview

In building our sales team, we look for five things

Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems

High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence

Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes

Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions

Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers

Ubuntu is already very widely adopted, which gives us a credible basis for conversations in the market.

Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory.

Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory.

You will need judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest.

We expect professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools.

The successful candidate will carry an annual bookings quota within their assigned 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, 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 : This role can be based in EMEA and the assigned territory for this role is Middle East. Being based in this region is therefore preferable.

What your day will look like

Represent the company, its solutions and software, in your territory

Build and execute a territory plan to prioritize outreach and prospecting

Develop new pipeline through outreach, prospecting, local marketing, and industry events

Close contracts to meet and exceed quarterly and annual bookings targets

Be mindful and proactive in achieving tactical and strategic objectives

Manage customer relationships and interactions through all stages of the sales cycle

Work with field engineers to propose solutions that solve our customers\' business problems

Work with customer success to identify growth opportunities

Maintain accurate pipeline data and forecasts within Salesforce

Establish productive professional relationships with key influencers and decision makers

What we are looking for in you

Bachelor\'s level degree, preferably in engineering or computer science

Experience of open source technology and solutions

Detail oriented with effective follow-up

Experience in enterprise software or technology sales planning and execution

Knowledge of Telco market in the region : STC, Etisalat, Zain, Mobily ...

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

What we offer you

We consider geographical location, experience, and performance when shaping compensation worldwide.

We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance.

In addition to base pay, we offer a performance-driven commission structure.

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

Employee Assistance Program

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 on a daily basis.

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.

Canonical has been a fully distributed company since its 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.

Candidates should have a Bachelor's degree, preferably in engineering or computer science, and experience in open source technology and enterprise software sales.

Knowledge of the Telco market in the region and a track record of achieving sales targets are essential.

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