Presales Consultant (Marketplace)

Why SoftwareOne?

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.

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 Pre-Sales Consultant at SoftwareOne, you will play a critical role in driving sales success through effective problem-solving utilizing technology solutions. Requiring strong expertise in Independent Software Vendor (ISV) solutions and category-specific knowledge, coupled with exceptional sales acumen and the ability to cultivate strong relationships with both internal and external stakeholders.

Role & Responsibilities

Scoping and Sizing Opportunities

• Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
• Utilize analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities.
  
  

Solution Design and Proposal Development

• Employ deep product knowledge to recommend appropriate license choices/solutions tailored to the specific needs and objectives of each client.
• Act as a trusted advisor, providing insights and guidance on the most suitable solutions to address client challenges and achieve desired outcomes.
• Provide inputs to licensing contract on nuances of category along with inputs on delivery lead time, 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 identify 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 maximizing revenue and enhancing client satisfaction.
  
  

Margin Definition and Alignment

• Work in tandem with the sales team to define prices for proposed solutions, optimizing pricing and expected incentives while remaining competitive in the market.
• Maintain a keen awareness of pricing strategies and incentives and deal registration 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 stakeholders to ensure the accuracy, feasibility, and competitiveness of proposed licensing choices/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.
• Work with the ISV and Alliance leaders to regularly update collaterals to reflect the latest product features, benefits, and success stories, supporting sales efforts.
  
  

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 Presales Manager 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.

What You Offer

What we need to see from you

Required Skills:

• Bachelor's degree in tech focused discipline 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 best practices 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.
  
  

Preferred Qualifications:

Business Problem Solving via Technology

• Demonstrated ability to analyze complex business challenges and recommend effective technological solutions.
• Proven track record of translating client requirements into actionable strategies that drive business outcomes and enhance operational efficiency.
  
  

ISV/Category Expertise

• Deep understanding of the Independent Software Vendor (ISV) landscape and category-specific knowledge within the technology industry.
• Ability to leverage expertise to identify and position relevant solutions that address specific client needs and industry trends.
  
  

Sales Acumen

• Strong commercial awareness and proficiency in sales techniques, with the ability to identify opportunities, overcome objections, and close deals effectively.
• Experience in collaborating with sales teams to develop tailored strategies and proposals that resonate with clients and drive revenue growth.
  
  

Strong Verbal Communication

• Exceptional verbal communication skills with the ability to articulate complex concepts clearly and persuasively.
• Capable of building rapport and engaging with clients, colleagues, and stakeholders at all levels of the organization.
  
  

Sales Processes and Awareness

• Comprehensive understanding of sales processes, methodologies, and best practices.
• Proficiency in navigating sales cycles, from lead generation to deal closure, while maintaining alignment with organizational objectives and customer needs.
  
  

Industry/Market Awareness

• Thorough knowledge of relevant industries and markets, including emerging trends, competitive landscapes, and regulatory frameworks.
• Ability to anticipate market shifts and proactively identify opportunities for business growth and differentiation.
  
  

Continuous Learning Orientation

• Proactive in staying updated on industry developments, emerging technologies, and best practices in account management and customer success.
• Commitment to ongoing professional development and growth.
  
  

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 $110-150K or $149-203K CAD(mix of base salary and bonus) and will be determined based on candidate qualifications, experience, and location.

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

Job Function

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 [email protected].

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.