Telecom Account Executive

Job Summary

The Telecom Account Executive owns the end-to-end commercial lifecycle, relationship mapping, and revenue generation within an assigned telecommunications sales territory. Core daily responsibilities include building and executing comprehensive territory plans; prospecting new accounts while expanding existing enterprise relationships; collaborating with field engineers to draft technical open-source solutions; managing complex contract negotiations; and maintaining rigorous pipeline hygiene within Salesforce.

Foundational Capabilities & Prerequisites

• Academic Foundation: Bachelor’s degree level qualification, with a strong preference for degrees in Engineering or Computer Science.
• Technology Sales Track: Proven experience in enterprise software or high-tech sales planning, territory management, and commercial execution.
• Revenue Verification: A documented track record of consistently meeting or exceeding net-new bookings targets and winning enterprise accounts.
• Architectural Comprehension: Comfortable discussing and selling enterprise software, open-source models, public/private cloud environments, virtualization layers, and container technologies to C-level executives.
• Distributed Workflow Mastery: High self-discipline, internal drive, and the communication mechanics necessary to thrive and remain highly productive within a fully distributed global team.
• Linguistic Command: Complete professional fluency in written and spoken English, paired with fluency in the local language of your assigned target market (highly preferred).
• Global Mobility: Willingness and ability to travel regionally for client engagements and industry conferences, alongside international travel twice a year for mandatory company-wide events.

Desired Attributes & Value Multipliers

• Industry Domain Depth: Specific, deep vertical sales experience inside the Telecommunications sector (additional favor provided for backgrounds in Finance, Healthcare, Energy, or the Public Sector).
• Public Advocacy: Prior experience speaking at major tech conferences, open-source summits, or telecom industry events.
• Advanced Tooling Practice: Native habit of clear, continuous pipeline reporting and account mapping using professional toolsets like Salesforce.

The Five Core Pillars of Canonical Sales

To maintain our high performance bar in a market dominated by tech giants, we screen every candidate against five fundamental characteristics:

Key Responsibilities

1. Territory Architecture & Pipeline Expansion

• Represent Canonical’s full stack of open-source solutions, licensing profiles, and managed services with total professionalism across your territory.
• Formulate and execute structured account plans, prioritizing outreach strategies to proactively discover unmapped opportunities rather than just resting on inbound leads.
• Cultivate a robust, high-velocity sales pipeline via targeted enterprise outreach, local marketing collaboration, and participation in prominent industry events.

2. Full-Cycle Deal Management & Technical Solutioning

• Guide enterprise prospects smoothly through every step of the consultative sales process—from initial discovery and technical scoping to procurement, legal review, and final signature.
• Partner closely with internal Field Engineers to design and propose open-source architectures that directly address the client's scaling, security, and compliance issues.
• Collaborate regularly with Customer Success teams to monitor post-sale deployment health and uncover latent expansion or upselling avenues within existing accounts.

3. Pipeline Governance & Collaborative Reporting

• Maintain pristine, accurate, and real-time pipeline indicators, interaction histories, and revenue forecasts within the company Salesforce database.
• Build enduring, productive professional alliances with key technical influencers, enterprise architects, procurement leads, and executive decision-makers.
• Coordinate asynchronously with global leadership, product managers, and engineering squads to keep account strategies aligned with product roadmaps.

Expected Outputs & Deliverables

• Consistent, quarterly and annual attainment (or outperformance) of assigned financial bookings quotas.
• A comprehensively documented, actionable annual territory and account development matrix.
• Flawless documentation of deal stages, technical requirements, and communication trails inside Salesforce.
• High-impact presence and representation at key regional telecommunications summits and biannual company sprints.

Skills Required:

• Computer / Software / It / Data