Official Specifications
Role Overview & Mandate
Executive Summary
Job Function: Sales Why SoftwareONE?: SoftwareOne is a leading global software and cloud solutions provider that is redefining how...
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Job Function: Sales Why SoftwareONE?:
The role:
The Sales Specialist is expected to take a proactive approach to growing, landing & expanding the aligned customer journey with current & new logo accounts. The Sales Specialist takes the initial subject matter lead in the region for pre-sales (both transactional and professional services) customer engagements and supports account managers with account planning leveraging our customer propensity data & intelligence.
The Sales Specialist also serves as the liaison between the assigned AM and technical pre-sales team and customers for new Solution & Services opportunities, supporting effective & efficient handover into delivery & customer success resources.
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SoftwareOne is a leading global software and cloud solutions provider that is redefining how companies build, buy and manage 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 8,900 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in 90 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
The role:
The Sales Specialist, is a true subject matter expert with a passion for driving our Solutions & Services propositions into our current account base & prospects, co-owning sales business development, and supporting go to market activities within the assigned region, territory or customer segmentation. Working with the aligned country or federation Sales & Services leadership team, the Sales Specialist functions in partnership with the primary Account Manager and as a result is not limited to traditional “overlay role” restrictions.
The Sales Specialist is expected to take a proactive approach to growing, landing & expanding the aligned customer journey with current & new logo accounts. The Sales Specialist takes the initial subject matter lead in the region for pre-sales (both transactional and professional services) customer engagements and supports account managers with account planning leveraging our customer propensity data & intelligence.
The Sales Specialist also serves as the liaison between the assigned AM and technical pre-sales team and customers for new Solution & Services opportunities, supporting effective & efficient handover into delivery & customer success resources.
In this role, the focus will be selling SoftwareOne Solutions & Services, which includes but is not limited to, the Microsoft Modern Workplace portfolio and selling related professional services and managed services around the following technologies:
- Microsoft 365
- Azure
- Teams
- Unified Comms
Core Accountabilities:
- The Sales Specialist drives new business, sales activities at a customer level partnering with the field-based account manager within the existing regional account base, as well as supporting customer acquisition activities as assigned.
- Lead negotiations, coordinates complex decision-making processes and overcome objections in order to maximize opportunities.
- Ability to effectively manage the sales lifecycle.
- Performance and success measured by Services GP performance within a region, territory or defined account base.
- To analyse & gather business requirements from a complex client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on requirements, aligned to the SoftwareOne customer journeys.
- Prepares cost estimates, proposals & appropriate contracts for solutions & services sales.
- Works with pre-sales technical teams to contribute to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives.
- Assist and support partnership/alliance functions to assigned vendor partner relationships. This may include being primary contact for Partner/Channel Account Managers and assisting in GTM and business planning as well as driving forward programmatic initiatives.
- Act as a technical evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.
- Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.
Skills:
- Highly motivated and results oriented – evidence of consistently exceeding acquisition specific performance metrics.
- Extensive proven sales experience selling Microsoft 365 products and services, with documented successful sales of enterprise-wide solutions & services (Professional & Managed Services).
- Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel in regard to positioning complex solutions & services.
- Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams.
- High level of knowledge of internal organization working and Information Technology trends.
- Ability to build relationships and quickly develop trust with C-level executives.
- Proven track record of consistently exceeding corporate objectives, quotas & targets.
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