• Senior Solution Sales - SLM

    Location : Name Linked SoftwareONE, Amsterdam, Netherlands
    Posted Date 4 months ago(10/15/2019 3:07 AM)
  • Why SoftwareONE?

    Today SoftwareONE is a global leader in software and cloud portfolio management and is modernizing the way organizations budget and optimize their global IT spend from on-premises to the cloud.
    Our 5,000 technology experts located across 80+ countries work on over a 1,000 Technology Projects globally. We provide customers with the right advice on their Technology Roadmap towards the cloud or optimizing the Business-outcome of a cloud-based landscape.
    .With our PyraCloud platform, applying machine learning, delivering the visibility, insight, automation and control customers demand to maximize their software investments.
    In tandem, our Software Lifecycle Management (SLM) services provide the methodology and framework to optimize the underlying IT infrastructure, accelerate cloud adoption and minimize compliance risk.
    With our dynamic leadership and driven business strategy SoftwareONE is one of the fastest growing technology solution providers in the world with elite partnerships with Microsoft, AWS, Adobe, IBM, VMware, Oracle, Citrix, Red Hat, Trend Micro and many more.

    The role

    Solution Sales Specialists usually do not have a clear focus on selected customer segments. However, they might be assigned to a set of Customer Business Development Managers, which may result, e.g., in focus on specific geographies, industries, or sizes.


    This role is about explaining to customers

    • how IT procurement can be accelerated while associated costs can be reduced,
    • whereby the IT and IT procurement can concentrate on the overall IT strategy,
    • what can be achieved by optimizing process steps and, if possible, outsourcing them,
    • and how SoftwareONE services help accomplish these goals.

    Of course, with the purpose that this leads to the closing of a contract for these services.


    The portfolio for Software Lifecycle Management services ranges from advisory over delivery to managed services covering, among others,

    • Business Consulting & Integration
    • Publisher Services e.g., for Microsoft, SAP, Oracle, IBM
    • Standardized bundles along the Digital Supply Chain

    Solution Sales Specialists already provide support during the generation of sales leads, e.g., as a technical evangelist for marketing activities, including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.


    Usually, they take responsibility for business opportunities that have already been qualified by Customer Business Development Managers. Together, they work to identify the customer's actual goals and needs as well as decision structures, preferences regarding time and budget, as well as the competitive situation.


    Through this and thanks to their excellent subject matter expertise, Solution Sales Specialists design an ideal solution for the customer based on the existing service portfolio. This also includes the initial estimate and structure of prices that they present to customers in an initial proposal. If this proposal is accepted, they will make an appropriate statement of work.


    Solution Sales Specialists remain responsible until the business opportunity is contracted and bring their knowledge to every activity. They then ensure a smooth handover to the service delivery teams. They will also continue to support afterward if necessary, e.g., as part of change management.



    The role of the Solution Sales Specialist is uniquely networked with several key players of a successful services business, e.g.:

    • Marketing: Solution Sales Specialists act as a source of ideas, market, and technical knowledge as well as a speaker or author for marketing initiatives.
    • PartnerThis ranges from local service partners to our global partnerships, such as with Microsoft.
    • Innovation & Technology: This global department is in charge of utilizing technology to create new solutions for the demands of our customers. In the course of the development process, Solution Sales Specialists are involved because of their direct experience with solutions and customers.
    • Service Delivery: The close and trustworthy collaboration with the service delivery teams is essential. Solution Sales Specialists need to rely on the capabilities of service delivery and vice versa on the ability to create a proper statement of work.
    • Sales: The closer their partnership, the more successful they will be. Customer Business Development Managers bring in their unique network within their customers as well as a perfect sense of new business opportunities. Solution Sales Specialists, on the other hand, utilize their subject matter expertise to become a trusted advisor for customers.
    • Customers: The purpose of all activities is providing value to customers. Solution Sales Specialists have to utilize their subject matter expertise to provide valuable insights to customers and ideally become a trusted advisor for them.

    Taskes and Responsibilities:

    • General
      • Participate in go-to-market (GTM) activities by working closely with global initiatives to customize documentation locally and preparing and delivering content and messaging
      • Act as a technical evangelist for marketing activities, including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.
      • Maintains a network in the market and identifies opportunities for our business growth
      • Maintain and acquire advanced level technical certification in assigned area and maintains professional and technical knowledge
    • Sales Process
      • Responsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing territory account base as well as supporting customer acquisition activities as assigned
      • Partners and co-owns sales activities at a customer level with the field-based account manager
      • Prepares cost estimates for professional and managed services (deployment, migration, implementation, workshops, etc.)
      • Follows proper documentation process for assigned business opportunities
    • Measurement and Improvement
      • Identifies areas of improvement in Solution offerings and contributes to the execution of improvement roadmap together with several stakeholders.
      • Works closely with service delivery teams to ensure the profitability of service solution proposals
      • performance and success measured by sales closures and gross-profit performance of assigned opportunities/projects, geographies, customers or Customer Business Development Managers


    What we need to see from you

    • Excellent knowledge of the licensing models of at least two software publishers, e.g. of the following: Microsoft, IBM, Oracle, SAP, VMware, Red Hat licensing models
    • IT process management
    • digitization of processes (e.g., purchasing processes)
    • Possible applications and benefits of Flexera and Snow
    • digital supply chain in general
    • Licensing effects of mergers, acquisitions, and spin-offs-
    • out-tasking of procurement operations
    • The ability to hold workshops from 4 to 8 hours long on Software Lifecycle Management and Digital Supply Chain
    • ability to travel to meetings with customers and partner
    • 5+ years of experience with sales engineering within the domain of practice
    • University (ideally Master’s) degree in the field of Information Technology preferred, alternatively an equivalent combination of experience and education

    A Solution Sales Specialist must be able to participate in all discussions about the IT strategy - even in certain specialist areas. They must, therefore, be able to talk freely about each of the following topics for at least 5 to 15 minutes.

    • Structure/architecture of complex IT systems
    • Web applications based on JavaScript, HTML5, CSS3
    • Windows Servers, Linux Servers, Virtualization, and Container Technologies
    • IaaS, PaaS and how to migrate on-premises infrastructure to the cloud
    • Principles/Experience in IT Support and IT Service Management
    • Microsoft 365 / Office 365
    • Microsoft Azure
    • Amazon Web Services (AWS)
    • Identity and Access Management
    • IT security, vulnerabilities, attacks and countermeasures
    • Possible application areas of so-called low-code applications and how their creation in the shortest possible time.
    • Relational databases based on tables, keys, and references as well as advantages and applications of NoSQL databases
    • network segmentation, routing, firewalls and terms like IP, MAC, DNS, DHCP, Ports, Sockets, MPLS
    • standard Symmetric and Asymmetric Encryption Algorithms, Hashes, Authentication Methods, and Key Management
    • critical business IT systems like ERP, CRM, and Master Data Management

     To complete their tasks in the creation of sales documents and the conclusion of contracts, they need to now:

    •  How to derive the added value of products/solutions from the challenges (pain) and goals (profits) of the customers.
    • How to close deals, ideally without giving a reduction of prices
    • How to calculate continuous managed services
    • Project management methodologies, e.g., according to PMP, IPMA or PRINCE
    • How to weigh the total cost of a solution against the expected positive monetary effects.
    • How basic license models are structured (e.g., per named-user, concurrent-user, device, CPU)
    • How the software life-cycle is structured and how new solutions evolve accordingly
    • How to budget, monitor and predict expenses, especially in public cloud environments
    • Contract types and when to use which one
    • How to identify, calculate, and finally reduce risks.

     After all, they must be able to:

    • Write a statement of work
    • Hold a one-hour lecture with a maximum of 20 PowerPoint slides
    • Sketch an actual situation and a target state during a workshop using a (digital or classic) whiteboard
    • To communicate appropriately in business orally and in writing
    • Organize themselves on their responsibility
    • Present complex facts in a short, concise narrative style
    • Overcome complicated challenges and solve them independently
    • Understanding organizations and informal processes as well as identifying, assessing and ultimately influencing stakeholders
    • develop the necessary sensitivity for each contact person on the customer side

    What you should really 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 very high degree of Integrity and are simply not interested in politics.
    Our leaders operate with a high levels of Discipline but are able to work at Speed manage change in a global economy.



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