Overview:
Why SoftwareOne?
For over 30 years SoftwareOne has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location.
What you should know about us:
Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. What are we left with? Our people. This is what makes SoftwareOne successful.
Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond every day. Our culture is unique, and I believe that having the right people and empowering them to succeed, is the absolute key to our success. -Patrick Winter, Founder.
What we expect from our employees:
Success at SoftwareOne is not defined by what you do for yourself, but by what you deliver for our customers, the business and for the employees around you. SoftwareOne employees are energized, agile and are laser focused on delivering world-class Customer Satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of Employee Satisfaction. We are Humble, have a remarkably high degree of Integrity and are simply not interested in politics. Our leaders operate with a high level of Discipline but are able to work at Speed manage change in a global economy.
Responsibilities:
Job Summary
As a 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 with a Security focus so it will require someone experienced with multiple publishers.
Preferred location is Milwaukee/Chicago.
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 security 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.
* Draft clear and comprehensive statements of work (SOWs) that outline project deliverables, timelines, and terms of engagement.
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.
* Require someone who not only has security experience but also Microsoft Security knowledge.
Margin Definition and Alignment
* Work in tandem with the sales team 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.
Quoting for Strategic, Complex Requests
* Take ownership of crafting quotes for strategic and complex client requests, demonstrating attention to detail and a thorough understanding of client needs.
* Coordinate with internal team members to ensure the accuracy, feasibility, and competitiveness of proposed solutions.
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
Organizational Alignment
* The Presales Consultant reports to the Director, Presales and is part of the sales organization.
* Collaborate with field sellers to assist in closing sales deals.
* Collaborate with delivery teams to ensure Margin as Sold aligns with Margin as Delivered.
What we offer
* Generous pay with bonus structure
* Independent environment without a lot of red tape where you are empowered to make decisions
* Substantial benefits package that includes:
* Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
* Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
* 401k program with employer matching 50% up to the first 10% of employee's contributions
* Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
* Access to EAP and concierge services
* Pre-paid legal at no cost
* Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
* Employee stock purchase plan
* Learning and development opportunities galore
* Tuition reimbursement
* And much more!
* Specific to Milwaukee-based office employees: company-paid parking
* Winning culture, inclusive environment, and friendly people all over the world
* A remote-friendly organization, with colleagues working remotely either part or full-time
As a culture-first organization, being together is how we learn and grow. We come together in person for at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.
Qualifications:
What you offer
Required Skills:
* Bachelor's degree in tech focused field preferred.
* Minimum of 3 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 & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Teaching & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company's Competency Assessment.
Join our team and play a vital role in supporting our partner marketing initiatives. Apply today to contribute to the success of our partner relationships and help drive business growth through effective partner marketing!
The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.
Target compensation for this role will be $120k-$180K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will
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