Application and Cloud Services Sales specialist

SoftwareOne

Kista, Stockholm
Permanent
Heltid

22 dagar sedan

Job Description:Why SoftwareOne?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 atThe roleThe Cloud Sales Specialist is a true subject matter expert in one or more of the big three Hyperscalers. Has an attitude and 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 your assigned region, territory or customer segmentation. Working with the aligned country or federation Sales & Services leadership team, your functions are in a partnership with the primary Account Manager (AM) and as a result is not limited to traditional “overlay role” restrictions. Teaming is important to be able to serve our customers with speed.You are expected to take a consistently proactive approach to grow, land & expand the aligned customer journey with current & sometimes new logo accounts. We call our Cloud Sales Specialists hunters. You enjoy taking the initial subject matter lead in for pre-sales (both transactional and professional services) customer engagements and supports account managers with account planning leveraging our customer propensity data & intelligence. And to clear out any confusion you are not the delivery person – that we have other experts that will do!We understand it can be a fine line between how deep a Sales specialist can go and when does the Sales specialist call in the presales people to articulate the architecture in the technology solution – we leave it open and are more keen to have the right person with the right capabilities to join our team. Its ok to have more strong muscles in either arm, still we expect you to be able to whiteboard the framework of a migration and can articulate to a CIO or CFO the reason why you gain more efficiency with public cloud and how FinOps can help getting more out of the cloud journey.You have probably already figured out that one of the key components for the success in our customer journey is that you have a crucial part to serve as the liaison between the assigned AM and technical pre-sales team and the customers supporting effective & efficient handover into delivery & customer success resources.

You drive new business, sales activities at a customer level partnering with the field-based account manager (AM) within the existing regional account base as well as supporting customer acquisition activities as assigned.
Lead negotiations, coordinate 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 Gross Profit performance within a region, territory or defined account base. Performance based quarterly incentives will be structured in commission format.
To analyse & gather business requirement from 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 journey's.
Prepares cost estimates, proposals & appropriate contracts for solutions & services sales
Works with pre-sales technical teams to contribute to sales engineering effectiveness.
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.

What we need to see from you

Highly motivated and results oriented – evidence of consistently exceeding performance metrics
Experience selling products and services across the defined subject matter, with documented successful sales of enterprise-wide solutions & services (Professional & Managed Services)
Hunter profile and proven solution selling experience with an emphasis on strong account management skills and ability to facilitate account reviews, including executive level quarterly business reviews;
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;
Deep consulting and problem solving skills to analyse and document customer business requirements and pain points
Strong presentation and communication skills – highly engaging personality and approach
Strong organizational, multitasking and time management skill
Ability to work in a fast-paced team sales environment with minimum supervision

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Job FunctionSales

SoftwareOne

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