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Form of workJob Function: Sales Why SoftwareONE?:
SoftwareOne is powered by SWOmies!
SoftwareOne is a leading global software and cloud solutions provider that is redefining how companies build, buy, and manage everything in the cloud. By helping clients to migrate and modernize their workloads and applications – and in parallel, to navigate and optimize the resulting software and cloud changes – SoftwareOne unlocks the value of technology. The company’s 8,900 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in 90 countries. Headquartered in Switzerland, SoftwareOne is listed on the SIX Swiss Exchange under the ticker symbol SWON. Visit us at https://www.softwareone.com/en
Why SoftwareOne Australia?
In this video, Trevor, our Sales Director for SoftwareOne ANZ, shares his career journey from FMCG to Tech and talks about SoftwareOne's growth plans in the region. Discover why SoftwareOne is the place to be for top talent and how you can make a difference by joining our innovative and collaborative team. We're hiring passionate individuals who share our values, so come join us on this exciting adventure!
The role:
Location: Sydney or Melbourne (Existing Full-Time Work Rights in Australia required)
Our office is located in the central business district of each city with good access.
A BDE is a solution expert against customer problems/ business needs. The BDE is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation by aligning our solutions. Good technical understanding and the ability to transform our customer’s challenges into commercial solutions.
The BDE identifies, develops, and lands opportunities for defined portfolio elements in cooperation with Account Management. The BDE’s focus is new business with both new and existing customers. For existing customers, the Sales cycle is started by the Account Management. New customers must be hunted by the BDE, but BDE’s always work in a team with the AM.
Role and Responsibilities
Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s)
Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing for new customers. For existing customers, Sales Cycle is started by Account Manager
Work with Account Managers to ensure that the overall account strategy and goals will be followed and achieved
Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects
Work with Pre-Sales Consultant / Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers
Owns the proposal and Statement of Work (SoW) overall and engages pre-sales consultant for more complex content related to the specific practice
Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation
What we need to see from you:
Functional Skills
Business Development
Advanced Improves organization's market positions and revenue growth through identifying and acquiring new clients and business opportunities.
Value based Selling
Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.
Sales Methodology
Implements the organisation's philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process.
Cross-Selling
Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.
Sales Platforms
Processes daily sales tasks using the SWO’s CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings.
Upselling
Encourages the purchase of a comparable higher-end version of what the customer intended to purchase.
Sales Prospecting & Qualification
Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.
Portfolio Knowledge
Application Services
Application modernization refers to the changing of application architecture and source code to better leverage cloud platforms and native services to improve existing applications and reduce costs and legacy inefficacies. Put another way – making the cloud the real cloud. SoftwareONE Application Services provides a custom roadmap and curated team of experts to build and modernize cloud applications.
Selling Application services or complex IT projects
Can translate offering portfolio into valuable services aligned with the customer outcomes. Understands the lifecycle of application services opportunities to optimise timing of sales actions. Works effectively with multiple stakeholders and partnerships where relevant.
Experience in building commercials for customers
Can build innovative commercial constructs while having a solid understanding of competitor rates and win price. Demonstrates a solid understanding of general business strategies, the concerns and challenges of leaders, customer acquisition and retention, and the financial metrics that matter to executives.
Funnel of opportunities
Manages a funnel of opportunities to meet or exceed his sales target including managing pipeline on various horizons, investing in long-term big bets and building a good mix of leads in pipeline to increase predictability of sales closed.
Cloud Services
The Cloud Services practice advises, migrates and operates infrastructures and platform services in public cloud structures as a "Center of Excellence". It is relying on strategic cloud providers Amazon Web Services (AWS), Microsoft Azure and Google Cloud Platform (GCP). The "AMG" platform services are enriched by industry-specific third-party tools.
Hyper automation knowledge
Has a working knowledge of no-code and low code platforms, RPA tools, sophisticated content ingestion (cognitive services, OCR, NLU) process discovery or task mining tools, virtual assistants, chatbots, etc.
Experience in selling with hyperscalers
Understands differentiators of the major hyperscaler platforms available to customers for application migration or greenfield application development, including GCP, AWS & Azure. Could be certified in the hyperscaler platforms.
Networked in the hyperscale’s ecosystem
Builds strong network with AWS to increase his/her visibility on market opportunities and uncover leads early. Takes a relationship-focused approach to each deal as an effective strategy for driving revenue.
Portfolio Knowledge – Cross Matter Expertise
IT Asset Management & Digital Supply Chain
IT Asset Management is a set of business practices that incorporates IT assets across the business units within the organization. It joins the financial, inventory, contractual and risk management responsibilities to manage the overall life cycle of these assets including tactical and strategic decision making. DSC portfolio consists of a set of modules, each with their unique business outcomes for our customers, that address the various aspects of the Software Lifecycle, from product categorization to request and demand management, sourcing and procurement execution, through to ongoing renewal management and optimization.
Digital Workplace
Digital Workplace Services deliver deep technical and licensing knowledge based on long-standing relationships with the world's leading software publishers – including Microsoft and Google - to create workplace solutions that work.
FinOps
FinOps ensures customers get the most value out of every dollar they spend in the Cloud and at its core, it is a cultural practice. It is not only about saving money. It is an evolving cloud financial management discipline and cultural practice that enables organizations to get maximum business value by helping engineering, finance, technology and business teams to collaborate on data-driven spending decisions.
Software & Cloud
Understands Software Licensing and can evaluate software contract spend and utilization in a given organization in order to optimize spending patterns, technology usage, and implementation strategies. Basic understanding all vendor related incentive and funding programs.
SAP Services
The SAP Technology Services Practice focuses on "lifting and shifting" SAP applications to the Azure and AWS Hyperscaler Cloud by ensuring the technical transition of customers' business-critical SAP landscape to the public cloud. We also support customers through consulting, migration, implementation, conversion and managed platform services.
Foundational Skills
Negotiation
Ability to overcome or minimize barriers and address needs and preferences of key decision makers, using assertive tactics when appropriate and has the ability to achieve a win-win outcome for SWO and the customer.
Building Relationships
Creates relationships with immediate team and across the organization characterized by a high level of acceptance, cooperation, and mutual respect. Forms relationships outside of the organization that supports individual growth and/or business success.
Customer & Market Orientation
Understands customers' strategic business objectives, how their decisions are made, their positions in the market, their opportunities and their challenges and has a clear understanding of existing and emerging market and industry needs.
Financially Savvy
Adept at budgeting, financial forecasting, cost management, analysis, and reporting for specific business unit / function.
Our Lead Recruiter:
Eri Melgar | https://www.linkedin.com/in/eri-melgar/
Any questions? E-meet me!
Hi, my name is Eri Melgar, and I will be your first point of contact for this role. I'm happy to help you with insights and try to answer all your questions.
Please note that SoftwareOne does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement (per our global standard) with the agency/recruiter, SoftwareOne will not consider or agree to payment of any referral compensation or recruiter fee.
