Job Description

Why SoftwareOne?

SoftwareOne is in the middle of an exciting transformation journey, becoming one of the fastest-growing global platform, solution, and technology service providers. We offer a full suite of solutions to help organizations transform their technology landscape, and optimize their technology investments, in an increasingly software-defined and cloud-first world. Combining this with our legacy of being a trusted partner to >65,000 customers globally, means that our growth is only just beginning!

The role

A Presales a solutioning expert against customer problems/ business needs. As a Presales Security, you will act as the key technical contact / presales overlay role for our field sales team. You will demonstrate Microsoft Security technologies, execute quick feasibility assessments, scope technical and security design and develop proposals to meet customer needs. You will also illuminate the road to optimal security posture by leading whiteboard sessions and customer presentations. To be successful, you will possess exceptional presentation, written and verbal skills. You should be a subject matter expert in the Microsoft Security Services portfolio. You will collaborate with the Business Development Manager, or BDM, to help new and existing customers and land opportunities for defined Security portfolio elements.

Responsibilities:

Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s) Can engage with stakeholders from IT all the way to C-level Partners and co-owns sales activities at a customer level with the field-based account manager (Business Development Manager, or BDM*)
Performance and success are measured by GP performance of the region and individual accounts Analyze & gather business requirements from large & complex client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements Responsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned Provide support in proposals and RFP responses in an extensive, formal and timely manner Prepares cost estimates for professional services as well as managed services (deployment, implementation, workshops, managed services, etc.) by studying blueprints, plans, and related customer documents; consulting with engineers, architects, practice leads and other professional and technical personnel (both internal and external) Develop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW), service design and bills of materials (BOM) Input appropriate information into CRM tools Review customer requirements and recommend options and solutions that meet customer's business goals and directives Contributes to account business plan development Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure available resources are being utilised where appropriate 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 Represent SoftwareONE in the market with a high standing reputation Maintain and report on regional service delivery, sales pipeline, and project status Maintain and acquire advanced level technical certification in the assigned area and maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks, and participating in professional societies Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) to have meaningful and relevant conversations with customers and prospects Construct service contracts and associated commercials/cost model based on scope and customer's desired outcomes

What we need to see from you

Strong presentation, communication, organisation, multitasking, and time management skills Ability to position multiple offerings from the Digital Workplace portfolio to the customer as a combined solution to the customer's business problems Experience and/or ability to sell Managed Services, and cross-sell business value add-ons and can up-sell to multiple attached add-ons within add-on tiers Solid problem solving and consultative skills required Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel regarding positioning, sales and solutions Maintain and acquire sales- and technical certifications in the assigned area and maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; and participating in professional societies Maintain and report on the regional sales pipeline, and project status Proficient knowledge in SoftwareOne services, solutions, and products

What we need to see from you

Experience in Security sales/presales Microsoft 365 Security Solutions knowledge (experience with other security solutions from other vendors is a plus) Possess working knowledge of general principles of Security Industry Standards (such as ISO, NIS2, Ability to communicate the value of the solution in terms of financial return, differentiating value and impact on customer technical and business goals Excellent Computer Skills; Word, Excel, outlook, MS Teams, etc. Entrepreneurial Mindset as we constantly challenge ourselves in our mindset, portfolio and services Ability to effectively manage multiple field sales resources and/or engagements Ability to work within tight timeframes Excellent written and verbal communication skills Open-minded, passion to learn and share, flexible thinker Motivated, approachable, and positive team influence

Job Function

Sales