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
Job Requirements 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 Assess
Location: Anywhere
Posted: Sept. 30, 2024, 4:55 p.m.
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