OverviewWhy SoftwareOne?SoftwareOne is in the middle of an exciting transformation journey, becoming one of the fastest-growing global platform, solution, and technology service providers. We offer a full suite of solutions to help organizations transform their technology landscape, and optimize their technology investments, in an increasingly software-defined and cloud-first world. Combining this with our legacy of being a trusted partner to >65,000 customers globally, means that our growth is only just beginning!The roleA Presales a solutioning expert against customer problems/ business needs. As a Presales Security, you will act as the key technical contact / presales overlay role for our field sales team. You will demonstrate Microsoft Security technologies, execute quick feasibility assessments, scope technical and security design and develop proposals to meet customer needs. You will also illuminate the road to optimal security posture by leading whiteboard sessions and customer presentations. To be successful, you will possess exceptional presentation, written and verbal skills. You should be a subject matter expert in the Microsoft Security Services portfolio. You will collaborate with the Business Development Manager, or BDM, to help new and existing customers and land opportunities for defined Security portfolio elements.Responsibilities:Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s).Engage with stakeholders from IT to C-level.Partner and co-own sales activities at a customer level with the field-based account manager (Business Development Manager, or BDM).Performance and success are measured by GP performance of the region and individual accounts.Analyze and gather business requirements from large and complex client environments and create thorough, accurate technical solution proposals based on client requirements.Partner with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base and support customer acquisition activities.Provide support in proposals and RFP responses in an extensive, formal and timely manner.Prepare cost estimates for professional services and managed services (deployment, implementation, workshops, managed services, etc.) by studying blueprints, plans, and related customer documents; consult with engineers, architects, practice leads and other personnel.Develop overall solutions including high-level design (e.g., whiteboarding), statements of work (SOW), service design, and bills of materials (BOM).Input appropriate information into CRM tools.Review customer requirements and recommend options and solutions that meet business goals and directives.Contribute to account business plan development.Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure resources are utilized where appropriate.Act as a technical evangelist for marketing activities (conferences, user groups, webinars, etc.).Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.Represent SoftwareONE in the market with a high standing reputation.Maintain and report on regional service delivery, sales pipeline, and project status.Maintain and acquire advanced level technical certification in the assigned area and maintain knowledge by attending workshops, reading publications, networking, and participating in professional societies.Maintain detailed knowledge of the assigned portfolio to have meaningful conversations with customers and prospects.Construct service contracts and associated commercials/cost models based on scope and customer outcomes.What we need to see from youStrong presentation, communication, organisation, multitasking, and time management skills.Ability to position multiple offerings from the Digital Workplace portfolio to the customer as a combined solution to business problems.Experience and/or ability to sell Managed Services, and cross-sell business value add-ons and up-sell within add-on tiers.Solid problem solving and consultative skills.Ability to independently conduct meetings with engineering-level, management-level, or executive-level customer personnel.Maintain and acquire sales- and technical certifications in the assigned area and maintain knowledge by attending educational activities.Maintain and report on the regional sales pipeline and project status.Proficient knowledge in SoftwareOne services, solutions, and products.Experience in Security sales/presales and Microsoft 365 Security Solutions knowledge (other vendors a plus).Working knowledge of general principles of security industry standards (e.g., ISO, NIS2).Ability to communicate the value of the solution in terms of financial return and impact on customer goals.Excellent computer skills (Word, Excel, Outlook, MS Teams, etc.).Entrepreneurial mindset, with ability to challenge oneself in portfolio and services.Ability to manage multiple field sales resources and engagements; ability to work within tight timeframes.Excellent written and verbal communication skills; open-minded, eager to learn and share, flexible thinker; motivated, approachable, and positive team influence.Job FunctionSalesStrong presentation, communication, organisation, multitasking, and time management skills.Ability to position multiple offerings from the Digital Workplace portfolio as a combined solution.Experience and/or ability to sell Managed Services and cross-sell/add-ons.Solid problem solving and consultative skills.Independent meetings with engineering-level, management-level, or executive-level personnel.Maintain and acquire certifications and knowledge through ongoing education.Maintain and report on regional sales pipeline and project status.Proficient knowledge in SoftwareOne services, solutions, and products.What we need to see from youExperience in Security sales/presales.Microsoft 365 Security Solutions knowledge (other vendors a plus).Working knowledge of security industry standards (ISO, NIS2, etc.).Ability to communicate value in financial terms and impact on goals.Excellent computer skills; Word, Excel, Outlook, MS Teams, etc.Entrepreneurial mindset and ability to challenge the status quo.Ability to manage multiple field resources and engagements; work within tight timeframes.Excellent written and verbal communication skills; open-minded and collaborative.Motivated, approachable, and positive team influence.A Presales a solutioning expert against customer problems/business needs. As a Presales Security, you will act as the key technical contact / presales overlay role for our field sales team. You will demonstrate Microsoft Security technologies, execute quick feasibility assessments, scope technical and security design and develop proposals to meet customer needs. You will also illuminate the road to optimal security posture by leading whiteboard sessions and customer presentations. To be successful, you will possess exceptional presentation, written and verbal skills. You should be a subject matter expert in the Microsoft Security Services portfolio. You will collaborate with the Business Development Manager, or BDM, to help new and existing customers and land opportunities for defined Security portfolio elements.Responsibilities:Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s).Can engage with stakeholders from IT all the way to C-level.Partners and co-owns sales activities at a customer level with the field-based account manager (BDM).Performance and success are measured by GP performance of the region and individual accounts.Analyze & gather business requirements from large & complex client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements.Responsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned.Provide support in proposals and RFP responses in an extensive, formal and timely manner.Prepares cost estimates for professional services as well as managed services (deployment, implementation, workshops, managed services, etc.) by studying blueprints, plans, and related customer documents; consulting with engineers, architects, practice leads and other professional and technical personnel (both internal and external).Develop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW), service design and bills of materials (BOM).Input appropriate information into CRM tools.Review customer requirements and recommend options and solutions that meet customer’s business goals and directives.Contributes to account business plan development.Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.).Act as a technical evangelist for marketing activities, including speaking engagements at conferences, conventions, user groups, webinars, etc.Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.Represent SoftwareONE in the market with a high standing reputation.Maintain and report on regional service delivery, sales pipeline, and project status.Maintain knowledge through educational activities; networking and professional societies.Construct service contracts and associated commercials/cost models based on scope and outcomes. #J-18808-Ljbffr