EXPRESSION OF INTEREST: Business Development Executive - Application & Cloud Services
AU-WA-Perth
careers
Req #: 23437
Type: Regular Full-Time
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Overview: Discover the heartbeat of SoftwareOne! Our 7 core values aren't just words - they're the beating heart of our company culture. Join us in a journey that unveils the essence of how we work, connect, and succeed. Watch the video to dive deep into the values shaping our everyday interactions, customer relations, and team spirit. Please note that SoftwareOne does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement (Job-Specific per our global standard) with the agency/recruiter, SoftwareOne will not consider or agree to payment of any referral compensation or recruiter fee. Responsibilities: Expression of Interest: Are you interested in a future career at SoftwareOne Australia? Apply to let us know and we'll consider your application when a vacancy opens up. A Business Development Executive - Application & Cloud Services (Location: Open to Sydney, Brisbane, Melbourne and Perth where we have offices) is a solutioning expert against customer problems/ business needs. The BDE is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation by aligning our solutions. Good technical understanding and the ability to transform our customers' challenges into commercial solutions. The BDE identifies, develops, and lands opportunities for defined portfolio elements in cooperation with Account Management. The BDE's focus is new business with both new and existing customers. For existing customers, the Sales cycle is started by the Account Management. New customers must be hunted by the BDE, but BDE's always work in a team with the AM. Role and Responsibilities * Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s) * Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing for new customers. For existing customers, Sales Cycle is started by Account Manager * Work with Account Managers to ensure that the overall account strategy and goals will be followed and achieved * Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects * Work with Pre-Sales Consultant / Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers * Owns the proposal and Statement of Work (SoW) overall and engages pre-sales consultant for more complex content related to the specific practice * Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation Qualifications: * Full-Time Work Rights in Australia * Ability to work in Sydney, Brisbane, Melbourne or Perth (hybrid workstyle: twice-a-week work at office) * Relevant work experience in Australia Functional Skills Business Development-Advanced Improves organization's market positions and revenue growth through identifying and acquiring new clients and business opportunities. Value based Selling-Advanced Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer. Sales Methodology-Advanced Implements the organisation's philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process. Cross-Selling-Advanced Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer. Sales Platforms-Advanced Processes daily sales tasks using the SWO's CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings. Upselling-Advanced Encourages the purchase of a comparable higher-end version of what the customer intended to purchase. Sales Prospecting & Qualification-Advanced Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale. Portfolio Knowledge - Subject Matter Expertise Application Services-Expert Application modernization refers to the changing of application architecture and source code to better leverage cloud platforms and native services to improve existing applications and reduce costs and legacy inefficacies. Put another way - making the cloud the real cloud. SoftwareONE Application Services provides a custom roadmap and curated team of experts to build and modernize cloud applications. Selling Application services or complex IT projects-Expert Can translate offering portfolio into valuable services aligned with the customer outcomes. Understands the lifecycle of application services opportunities to optimise timing of sales actions. Works effectively with multiple stakeholders and partnerships where relevant. Application development & Application Modernization Knowledge-Advanced Understands modern cloud based application development. Has a working knowledge of programming languages (C#, Java, JavaScript Python) Microservices, Container technology, DevSecOps, Frameworks like f.e. Angular, AngularJS, react.js, React Native, Node.js, Web Application Frameworks like: ASP.Net MVC, PHP, Spring, Agile Software Development, Software Architecture knowledge, Software estimation Techniques and (Agile) Project management. Has worked on application migrations in the past and has knowledge of the main client server technologies, Databases etc. Understands the key challenges and risk involved in large and medium sized application migration and greenfield projects. Experience in building commercials for customers-Expert Can build innovative commercial constructs while having a solid understanding of competitor rates and win price. Demonstrates a solid understanding of general business strategies, the concerns and challenges of leaders, customer acquisition and retention, and the financial metrics that matter to executives. Funnel of opportunities-Expert Manages a funnel of opportunities to meet or exceed his sales target including managing pipeline on various horizons, investing in long-term big bets and building a good mix of leads in pipeline to increase predictability of sales closed. Cloud Services-Advanced The Cloud Services practice advises, migrates and operates infrastructures and platform services in public cloud structures as a "Center of Excellence". It is relying on strategic cloud providers Amazon Web Services (AWS), Microsoft Azure and Google Cloud Platform (GCP). The "AMG" platform services are enriched by industry-specific third-party tools. Hyper automation knowledge-Skilled Has a working knowledge of no-code and low code platforms, RPA tools, sophisticated content ingestion (cognitive services, OCR, NLU) process discovery or task mining tools, virtual assistants, chatbots, etc. Experience in selling with hyperscalers-Skilled Understands differentiators of the major hyperscaler platforms available to customers for application migration or greenfield application development, including GCP, AWS & Azure. Could be certified in the hyperscaler platforms. Networked in the hyperscale's ecosystem-Skilled Builds strong network with Microsoft, AWS & Google to increase his/her visibility on market opportunities and uncover leads early. Takes a relationship-focused approach to each deal as an effective strategy for driving revenue. Portfolio Knowledge - Cross Matter Expertise IT Asset Management & Digital Supply Chain-Skilled IT Asset Management is a set of business practices that incorporates IT assets across the business units within the organizati
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