Solution Sales Specialists 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, (Senior) 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.
Can collect customer requirements for Cloud Compute solutionsFuture Workplace solutionsSoftware Lifecycle Management solutions
and take over the first qualification of the opportunity
Gather customer requirements for Data Protection and Security to propose a suitable solution from the SoftwareONE Portfolio that addresses customer challenges and qualify the opportunity
Can explain the business impact of out-tasking; designs individual managed services in coordination with the delivery, but without on-site presales support of the service delivery;
can define a complex operational model
Executes the ideation process (including functional requirements or user stories) with business areas or IT of the clients using multiple methodologies.
Describes architectures, business models and medium complex solutions.
Defines a Minimum Viable Product (MVP) and a sprint backlog
Has already participated in similar projects and is recognized in the market as an industry best practices leader
Can apply practices according to the project needs.
Can define the best methods to be applied and propose a high-level project plan for complex and significant projects based on the Priorities on the business roadmap
What we need to see from you
Support with the generation of leads
creates external content like blog-articles from time to time (several times per year)
Knows how to conduct and advertise appealing webinars. Advanced features such as video and digital whiteboard
Is used to speaking freely in front of large groups
Leads account planning workshops with various specialists and combines the respective findings into a strategy; ensures the subsequent execution of the strategy
Can anticipate the requirements in a conversation (e.g., on the phone) and directly calculate a rough order of magnitude (ROM) and a very rough business case
Leads complex workshops with board-level participation
Can create a tailor-made solution for the customer in terms of pricing and scope of services, consisting of standardized and individual modules
Knows not only the challenges of customers but also their markets; uses this knowledge to give customers new insights.
Calculation of business cases
Divides a solution into parts; estimates the best case and worst-case incl. underlying assumptions; discusses the result with the customer, which results in a realistic estimate for both sides
Can present and monetarily quantify the value (e.g., cost-saving or risk minimization) of the solution for customers and incorporates this into an ROI calculation
Understands the impact of service and contract types on revenue and profits; uses this knowledge early in the sales process to shape the solution accordingly
Negotiates milestones and related payments
Uses professional presentations, but can also use ad-hoc visualizations with analog / digital whiteboard to respond to the situation
Management & Leadership
Can explain well and transfer his knowledge to others
Is familiar with the most important economic terms and procedures
Implements innovative ideas independently and goes above and beyond
Can empathize with others and thus solve conflicts.
Can sort tasks by importance and urgency
Senior Architect with proven experience
Understands and can talk about Full Stack Technologies like .NET, JAVA, Python, NoSQL DBs, Node.JS
Has knowledge in SCRUM Practice, Design Thinking, Scaled Agile Framework (SAFe) and CMMI
Has theoretical knowledge to explain the implication of DevSecOps Level 2 adoption against defined dimension
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.