Digital Workplace - Presales Solution Consultant

Why SoftwareOne?

Why SoftwareOne?

SoftwareOne is a leading global software and cloud solutions provider that is redefining how organizations 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 9,200 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in ninety countries

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 very 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.

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

The role

Job Summary

As a Digital Workplace - Presales Solution Consultant at SoftwareOne, you will have the unique opportunity to collaborate with our sales team and clients to deliver world-class solutions tailored to their needs. You will play a crucial role in scoping and sizing opportunities, designing customized solutions, conducting market research, and providing sales support and collaboration. Success in this role will be measured by services revenue invoiced, digital workplace pipeline growth, and forecast accuracy.

Role & Responsibilities

Scoping and Sizing Opportunities

• Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
• Apply analytical skills to accurately assess and resolve scope and size of opportunities, ensuring they align with both client expectations and the capabilities of the organization.

Solution Design and Proposal Development

• Develop tailored solutions that meet client needs, applying your experience and understanding of our service portfolio.
• Assess and define the level of effort required for service delivery, including running margins for proposed solutions in coordination with the sales and delivery teams.
• Create detailed and comprehensive statements of work (SOWs) that outline the goals, timelines, and terms of engagement for each project.

Market Research and Insights

• Stay updated on industry trends, competitor offerings, and emerging technologies to enhance our solution offerings.
• Act as a domain expert during client interactions, presentations, and workshops, demonstrating our capabilities and value proposition effectively.

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 in planning sessions to provide valuable perspectives and suggestions for enhancing business growth and exploring new markets or service areas.

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 Pet, 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 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 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.

Success Criteria

• Maintaining a 3x pipeline compared to quota, deal velocity and how quickly services opportunities and identify to the time of contract execution, and accurately forecasting when contracts are driven.

Organizational Alignment

• Accelerate the client journey and deliver an improved sales process
• Grow, Accelerate and Land Services Deals
• Reports to the Director of Services

What we need to see from you

What you offer

• 5+ years of technical sales support experience within a highly matrixed technology services provider organization
• Crucial knowledge of productivity and teamwork platforms, document management, VDI, unified communications, enterprise mobility within major hyperscalers (Microsoft, AWS, Google)
• Deep understanding of company solutions, integration with other tech, displaying benefits to clients.
• Understanding of cloud computing, networking, security, data storage principles.
• Understanding security guidelines, compliance regulations such as GDPR and HIPAA.
• Ability to tailor solutions to client needs.
• Understanding analytics capabilities for informed decision-making.
• Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Guiding & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company's Competency Assessment.

Required Certifications

• MS-900 (Microsoft Certified Fundamentals)
• MD-102 (Microsoft 365 Certified: Endpoint Administrator Associate)
• MS-700 (Microsoft 365 Certified: Teams Administrator Associate)
• MCSA - Office 365
• ITIL Foundations

Preferred Certifications

• Prosci Change Practitioner
• FinOps Practitioner
• MS-102 (Microsoft 365 Certified: Administrator Authority)
• MS-721 (Microsoft 365 Certified: Collaboration Communications Systems Engineer Associate)
• SC-400 (Microsoft Certified: Information Protection and Compliance Administrator Associate)

Preferred Qualifications

Business Problem Solving via Technology

• Demonstrated ability to understand and solve sophisticated business problems using technology solutions.
• Proven track record of identifying and implementing innovative technological solutions to address client challenges effectively.

Service Line Expertise

• In-depth knowledge and expertise in technology service offerings, including but not limited to cloud computing, productivity, collaboration, unified communications, automation, business applications and artificial intelligence, and digital transformation.
• Ability to assess client needs and recommend tailored service solutions that align with their objectives and requirements.

Sales Skills and Competencies

• Proficiency in sales processes and techniques, with the ability to actively contribute throughout the sales cycle from finding opportunities to closing deals.
• Effectively manage sales pipeline and forecast with accuracy
• Collaborating effectively with sales teams to offer technical expertise and support, driving revenue growth and client acquisition.
• Ability to negotiate, remove barriers to deal closure and land services revenue

Strong Verbal & Written Communication

• Ability to build well-structured proposals with clear and technical concepts and processes, while focusing on the value to the customer of the services.
• Demonstrated ability to build rapport and establish credibility with clients through effective communication, and presentation skills.

Industry/Market Awareness

• Comprehensive understanding of industry trends, market dynamics, and competitor offerings within the technology services sector.
• Ability to stay updated on emerging technologies and market developments, providing valuable insights and recommendations to enhance our solution offerings and driven positioning.

Proficiency in various project management methodologies and frameworks

• Able to integrate in the proposals the appropriate project management methodologies in order to reflect the reality of the service delivery and include the appropriate pricing.

Continuous Learning Orientation

• Actively keeps up-to-date with industry advancements, emerging technologies, and effective strategies for account management and customer success.
• Commitment to ongoing professional development and growth.

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 $175k-$250 K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates' qualifications, experience, education, and work location.

We are not able to consider candidates residing in the state of Hawaii currently.

Job Function

Field Sales
Accommodations

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at [redacted].

Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.