September 20, 2024

SoftwareOne

San José

Pre-Sales Consultant Marketplace

Job Function: Remote Sales The role: We look forward to learning more about you and exploring how, working together, we can build an outstanding team!

Pre-Sales Consultant

Software & Cloud Marketplace

Location: Any LATAM Country

Our people. This is what makes Software One successful.

As a Pre-Sales Consultant at Software One, you will play a meaningful role in driving sales success through effective problem-solving applying technology solutions. Requiring strong expertise in Independent Software Vendor (ISV) solutions and category-specific knowledge, coupled with outstanding sales savvy and the ability to cultivate positive relationships with both internal and external customers

Your main accountabilities will be:

Prioritising and Sizing Opportunities

Collaborate closely the sales team and clients to accurately assess requirements, objectives, and constraints.
Apply 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 mentorship 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 mentorship 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 to develop strategies and initiatives aimed at improving revenue and enhancing client satisfaction.

Margin Definition and Alignment

Work in tandem 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 hard client requests, demonstrating attention to detail and a thorough understanding of client needs.
Coordinate with internal customers 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.

What we need to see from you:

The skills below will make you successful at this job.

We would expect you to have as mandatory:

Strong 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, Guiding & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company’s Competency Assessment.

Nice to have:

Proficient English level.
Certifications as a solution architect in at least one of the following: Red Hat, Security, IBM, Oracle, Citrix, VMware, Adobe, Suse, Trend,e tc.

Soft Skills:

Business Problem Solving via Technology.
ISV/Category Expertise.
Sales Acumen.
Strong Verbal Communication.
Sales Processes and Awareness.
Industry/Market Awareness.
Continuous Learning Orientation.

Are you interested?

We train you to take the control of your career!

At Software One, we are committed to providing an environment of mutual respect, where equal employment opportunities are available to all candidates and colleagues, without regard to race, color, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity, expression, or any other characteristic.

Disclaimer:
This job posting is for future opportunities and is not intended for immediate hiring. We are always looking for talented individuals to join our team and encourage you to submit your application. By applying, you consent to having your information stored in our talent pool for potential future openings that match your skills and experience. We appreciate your interest and will reach out if a suitable position becomes available.

Why Software One?:

Success at Software One 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. Software One 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. Our leaders operate with a high level of Discipline but can work at Speed manage change in a global economy. We are a leading global provider of end-to-end software and cloud technology solutions, headquartered in Switzerland. Our 8,700 employees support our approximately 65,000 customers in their digital transformation.