SoftwareONE

  • Solutions Specialist - SLM

    Job Locations AU-Sydney
    Posted Date 6 days ago(12/4/2018 11:01 PM)
    ID
    2018-3558
    # of Openings
    1
  • Overview

    Software Asset Management (SAM) Services is one of the founding pillars of our services business, and remains to be a leader in the industry Worldwide. The role will be responsible for achieving sales/pre-sales goals for SoftwareONE SAM Services, working in collaboration with SoftwareONE Business Development Managers.

    Responsibilities

    Client Facing Role and Responsibilities: 

    • Identify new SLM business through both prospecting net new clients and existing accounts.
    • Assists with all marketing related events, seminars, mailings, and call campaigns to increase SAM awareness.
    • Demonstrate to customers your deep personal expertise in SAM (Software Asset Management) and SPS (Software Procurement Services) strategies. This includes providing CxO advice on latest SAM processes improvement and services.
    • Capture all customer business requirements and pain point. This includes facilitating workshops, 1:1 sessions and if required running surveys.
    • Design and develop customer solutions to address their requirements. This includes personally producing proposals and statements of work.
    • Coordinate the gathering and quality of all input required from Delivery stakeholders (including internal to SofwareONE local, regionally and globally plus any input from 3rd Party Subcontractors / Suppliers)
    • Pricing and costing of solutions
    • Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities
    • Effectively communicates and present the SoftwareONE Value Proposition and all associated Service Offerings
    • Facilitates all communications, order processing, and reporting of customer transactions.

    Sales Management Role and Responsibilities:

    • Develop strategies for top accounts which maximize cross-sell and up-sell business opportunities
    • Manage the solution sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning.
    • Properly log all client activities, opportunities and contacts in Navision
    • Submits accurate and timely forecasts, on a weekly basis, that are aligned with assigned KPI’s
    • Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining vendor certifications and professional accreditations.
    • Accountable for ensuring SoftwareONE meets all customer contractual obligations and manage the escalation process if required.
    • Accountable for ensuring customers deliver on SoftwareONE contractual terms, including paying on time.

    Qualifications

    • A solid background selling (or delivering) Software Asset Management (SAM) Services for a major SAM services provider or SAM tools provider.
    • A strong background of sales or pre-sales in SAM solutions for a software publisher (OEM), SAM services provider or software licensing VAR/LAR.
    • Knowledge of and skills with using, supporting or selling SAM solution tools such as Flexera, Aspera, Snow, Landesk, Aricent or other SAM tools in the market today.
    • Excellent communications, including ability to create and deliver a compelling presentations to major stakeholders, up to C-Level.
    • Strong salesmanship skills, in support of business development teams.
    • Scheduling and contact management skills.
    • Deep knowledge of Microsoft SAM processes and software license models.
    • Exposure to various license models and programs, including but not limited to are VMware, SAP, IBM, Oracle, Adobe, etc.

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