Presales Consultant - Application Services

Why SoftwareOne?

For over 30 years SoftwareOne has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location.

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

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.   

Job Summary

As a Presales Consultant for App Services, you will play a crucial role in collaborating with our sales team and clients to understand their requirements, scope, and size opportunities effectively. Your primary responsibilities will revolve around providing technical support and translating customer requirements into tailored solutions to meet client needs, identifying opportunities for cross-selling and upselling, defining margins in alignment with both sales and delivery teams, drafting statements of work, and curating a repository of solution collaterals.

Role & Responsibilities

Scoping and Sizing Opportunities

• Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
• Utilize analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities.

Solution Design and Proposal Development

• Design customized solutions that align with client requirements, leveraging your expertise and knowledge of our service offerings.
• Define margins for proposed solutions in coordination with the sales and delivery teams, ensuring profitability while meeting client expectations.
• Draft clear and comprehensive statements of work (SOWs) that outline project deliverables, timelines, and terms of engagement.

Creation and Maintenance of Solution Collaterals

• Establish and maintain a repository of solution collaterals, including case studies, white papers, presentations, and other relevant materials.
• Collaborate with marketing teams to develop compelling sales collateral, presentations, and other materials to support the sales process.

Market Research and Insights

• Stay updated on industry trends, competitor offerings, and emerging technologies to provide valuable insights and enhance our solution offerings.
• Act as a subject matter expert during client interactions, presentations, and workshops, demonstrating our capabilities and value proposition effectively.

Sales Support and Collaboration

• Provide guidance and support to the sales team throughout the sales cycle, from initial discovery to solution design and proposal development.
• Proactively identify opportunities for cross-selling or upselling additional products or services to existing clients.
• Participate in strategic planning sessions to contribute insights and recommendations for business growth and expansion into new markets or service areas.

Success Criteria

• Margin as sold
• Service-line growth
• Win-rate
• Renewal rate on enterprise/corporate accounts

Organizational Alignment

• The Pre-Sales Consultant reports to the Pre-Sales Services Manager.

What we offer

• Generous pay with bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:

• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
• Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee’s contributions
• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
• Access to EAP and concierge services
• Pre-paid legal at no cost
• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
• Employee stock purchase plan
• Learning and development opportunities galore
• Tuition reimbursement
• And much more!
• Specific to Milwaukee-based office employees: company-paid parking 

• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time 

As a culture-first organization, being together is how we learn and grow. We come together in person for at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.

What you offer

Required Skills: 

• 3-5+ years of technical support experience in a SaaS-based environment
• Understanding various software development methodologies (Agile, Scrum, Waterfall), frameworks (Spring, .NET, Django), and modern tools like Git, CI/CD, TDD.
• Proficiency in languages like Java, Python, C#, with knowledge of their best practices and performance.
• Familiarity with DBMS (MySQL, PostgreSQL, MongoDB), cloud platforms (AWS, Azure, Google Cloud), RESTful/GraphQL APIs, and security principles (encryption, authentication).
• Awareness of DevOps practices/tools for automation.
• Applying these skills to design, develop, and deliver robust, scalable applications, considering software architecture patterns like microservices, serverless, and MVC.
• Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Teaching & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company’s Competency Assessment.

Preferred Qualifications:

Business Problem Solving via Technology

• Demonstrated ability to understand and solve complex business problems using technology solutions.
• Proven track record of identifying and implementing innovative technological solutions to address client challenges effectively.

Service Line Expertise

• In-depth knowledge and expertise in technology service offerings, including but not limited to cloud computing, cybersecurity, data analytics, and digital transformation.
• Ability to assess client needs and recommend tailored service solutions that align with their objectives and requirements.

Sales Acumen

• Strong understanding of sales processes and techniques, with the ability to contribute effectively to the sales cycle from opportunity identification to closing.
• Proven ability to collaborate with sales teams, providing technical expertise and support to drive revenue growth and client acquisition.

Strong Verbal & Written Communication

• Ability to build well-structured proposals with clear and technical concepts and processes, while focusing on the value to the customer of the services.  
• Demonstrated ability to build rapport and establish credibility with clients through effective communication, and presentation skills.

Industry/Market Awareness

• Comprehensive understanding of industry trends, market dynamics, and competitor offerings within the technology services sector.
• Ability to stay updated on emerging technologies and market developments, providing valuable insights and recommendations to enhance our solution offerings and competitive positioning.

Project Management Methodologies and Frameworks Acumen

•  Able to integrate in the proposals the appropriate project management methodologies in order to reflect the reality of the service delivery and include the appropriate pricing.

Continuous Learning Orientation

• Proactive in staying updated on industry developments, emerging technologies, and best practices in account management and customer success.
• Commitment to ongoing professional development and growth.

Join our team and play a vital role in supporting our partner marketing initiatives. Apply today to contribute to the success of our partner relationships and help drive business growth through effective partner marketing!

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

Target compensation for this role will be $150-$220K or $203-298K CAD (mix of base salary and bonus) and will be determined based on candidate qualifications, experience, and location.

We are not able to consider candidates residing in the state of Hawaii currently.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

“With employee satisfaction as one of our core values, we are passionate about diversity and are committed to creating an inclusive environment for all our employees. We want every employee to have the greatest experience of their career.”