Overview:
SoftwareOne is a leading global software and cloud solutions provider that is redefining how companies build, buy and handle everything in the cloud. By helping clients to migrate and modernize their workloads and applications - and in parallel, to navigate and optimize the resulting software and cloud changes - SoftwareOne unlocks the value of technology. The company's 9,300 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in 60 countries. Headquartered in Switzerland, SoftwareOne is listed on the SIX Swiss Exchange under the ticker symbol SWON. Visit us at https://www.softwareone.com/en
Responsibilities:
As a Marketplace Pre-Sales Consultant at SoftwareOne, you will play a critical role in driving sales success through effective problem-solving using technology solutions. Strong expertise in finding opportunities for cross-selling and upselling so it will require someone experienced with multiple publishers.
Role & Responsibilities
Scoping and Sizing Opportunities
* Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
* Conduct product demonstrations and technical presentations to prospective clients, showcasing the vendor partner solutions' features, functionality, and business benefits.
* Use analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities.
Solution Design and Proposal Development
* Act as a trusted advisor, providing insights and guidance on the most suitable solutions to address client challenges and achieve desired outcomes.
* Take ownership of crafting quotes, demonstrating attention to detail and a thorough understanding of client needs.
* Draft clear and comprehensive statements of work (SOWs) that outline project deliverables, timelines, and terms of engagement.
* Coordinate with internal team members to ensure the accuracy, feasibility, and competitiveness of proposed solutions, and to ensure seamless handover and project success.
Sales Support and Collaboration
* Provide guidance and support to the sales team throughout the sales cycle, from initial discovery to solution design and proposal development.
* Proactively find opportunities for cross-selling or upselling additional products or services to existing clients.
* Collaborate with the sales team to develop strategies and initiatives aimed at improving revenue and enhancing client satisfaction.
Margin Definition and Alignment
* Work in tandem with the sales team and vendor partner to define margins for proposed solutions, ensuring profitability while remaining competitive in the market.
* Maintain a keen awareness of pricing strategies and market dynamics to optimize margins and drive business growth.
* Assist and support partnership/alliance functions to assigned vendor partner relationships. This may include assisting in GTM and business planning as well as driving forward programmatic initiatives.
Creation and Maintenance of Solution Collaterals
* Develop and maintain a comprehensive repository of solution collaterals, including presentations, case studies, white papers, and other relevant materials.
* Regularly update collaterals to reflect the latest product features, benefits, and success stories, supporting sales efforts and enhancing client engagement.
Success Criteria
* Margin as sold.
* ISV/category growth.
* Win-rate of registered deals.
* Renewal rate on enterprise/corporate accounts.
Qualifications:
Required Skills:
* Bachelor's degree in tech focused field preferred.
* Minimum of 2 years of experience in a presales or sales capacity within the software industry.
* Deep understanding of Independent Software Vendor (ISV) landscape and category-specific knowledge within the tech industry.
* Familiar with standard processes for integrated solutions across customers.
* Ability to manage at both strategic and operational levels.
* Key sales competencies & behaviours of generating opportunities: Understanding client needs, developing relationships, delivering value propositions, and overcoming objections.
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