Solution Sales

2 days ago

กรงเทพมหานคร, Thailand SoftwareONE Full time

Job Function: Cloud & Software Services Why SoftwareONE?:
SoftwareONE Holding AG, Riedenmatt 4, CH-6370 Stans

The role:
**_ Future Data Center_**

This role is about explaining to customers: how IT systems can become more efficient, scalable and available, how they can simultaneously reduce and outsource operating costs, how everything remains secure and controllable, and how SoftwareONE services help accomplish these goals through cloud. Of course, with the purpose that this leads to the closing of a contract for these services.

The portfolio for Future Data Center services ranges from advisory over delivery to managed services covering, among others:

- Cloud Compute, Storage, Database
- Cloud Security
- Cloud Governance
- Cloud Optimization
- Cloud Support and Management
- Cloud Native Applications
- Serverless Architecture
- Re-Architecture of Database on Cloud for Scale
- Big Data and Analytics
- Datawarehouse and BI
- SAP on Cloud

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.

**Activities across the sales process**
- 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
- The FDC Pre-Sales Should be able to map the decision process, decision criteria, compelling event, competitive situation, and be able to identify the customer budget.
- The Solution Sales Specialists should be able to competitively differentiate the solution, the approach, SoftwareONE etc. across three areas, comparatively, uniquely and strategically. This should come from the domain expertise and the approach to the solution.
- Solution Sales Specialists remain responsible until the business opportunity is contracted and will 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.

**Collaboration**

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.

**Partner**
This ranges from local service partners to our global partnerships, such as with Microsoft Azure and AWS.

**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**

**Customers**

**Tasks 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
- Follow the Future Data Center Business Operations, Planning and weekly forecast and cadence reviews followed by Monthly and Quarterly business reviews.

**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.
- Maintain and

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