Why SoftwareOne?
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 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 can work at Speed to 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.
The role
Job Summary
As a Pre-Sales Manager for 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 designing 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 And Responsibilities
Team Leadership
- Lead and mentor a team of pre-sales professionals, fostering a collaborative and high-performance culture.
- Provide ongoing guidance, support, and coaching to help team members develop their skills and achieve their full potential.
- Conduct regular performance evaluations and establish clear goals and objectives to drive individual and team success.
- Foster a culture of accountability, collaboration, and continuous learning within the pre-sales team.
Pre-Sales Strategy
- Develop and implement a comprehensive pre-sales strategy that aligns with the company's overall sales and business objectives.
- Collaborate with senior leadership to define key priorities, target markets, and go-to-market strategies.
- Conduct market research and competitive analysis to identify opportunities for growth and differentiation.
- Define clear metrics and KPIs to measure the effectiveness of the pre-sales strategy and drive continuous improvement.
Customer Engagement
- Collaborate closely with sales and marketing teams to engage with clients and prospects at various stages of the sales cycle.
- Build strong relationships with key decision-makers and influencers to understand their business needs, challenges, and goals.
- Conduct discovery sessions and needs assessments to gather requirements and identify opportunities for value-added solutions.
- Leverage customer insights to effectively position our products/services and tailor messaging to address specific pain points and objectives.
Solution Development
- Work closely with product management and engineering teams to understand product capabilities, roadmap, and development priorities.
- Translate customer requirements into innovative and customized solutions that address their unique needs and challenges.
- Develop comprehensive proposals, including solution architecture, pricing, and implementation plans.
- Collaborate with cross-functional teams to ensure alignment between customer expectations and solution delivery.
Proposal Development
- Lead the creation of high-quality proposals, presentations, and demonstrations that effectively showcase the value proposition of our products/services.
- Tailor messaging and content to resonate with each customer's industry, business model, and pain points.
- Develop compelling business cases and ROI analyses to demonstrate the potential impact of our solutions.
- Ensure proposals are delivered on time and exceed customer expectations in terms of quality and relevance.
Technical Expertise
- Maintain a deep understanding of our products/services, industry trends, and competitive landscape.
- Stay up-to-date on emerging technologies, market dynamics, and customer challenges to anticipate future needs and opportunities.
- Act as a subject matter expert during customer interactions, providing technical guidance and insights to address complex requirements.
- Collaborate with product management and engineering teams to provide feedback and input for product roadmap prioritization and enhancements.
Relationship Building
- Cultivate strong and trusted relationships with key stakeholders, including customers, partners, and internal teams.
- Serve as a primary point of contact for customer inquiries, escalations, and feedback.
- Foster collaboration and alignment between pre-sales, sales, product, and engineering teams to ensure a seamless customer experience.
- Leverage relationships to identify upsell and cross-sell opportunities and drive customer retention and loyalty.
Performance Tracking
- Define and track key performance metrics for the pre-sales team, including pipeline generation, win rates, and customer satisfaction scores.
- Develop dashboards and reports to monitor progress towards goals and identify areas for improvement.
- Conduct regular performance reviews and provide constructive feedback and coaching to help team members achieve their targets. Implement corrective actions as needed to address performance gaps and optimize team performance.
Process Improvement
- Continuously evaluate and enhance pre-sales processes, tools, and methodologies to streamline operations and improve efficiency.
- Identify bottlenecks and pain points in the pre-sales workflow and propose solutions for optimization.
- Collaborate with cross-functional teams to implement process improvements and best practices.
- Leverage technology and automation to simplify repetitive tasks and empower the pre-sales team to focus on high-value activities.
Market Insights
- Stay informed about market trends, customer challenges, and emerging technologies to provide strategic insights and inform decision-making.
- Monitor industry publications, analyst reports, and competitive intelligence to identify opportunities and threats.
- Proactively share market insights with internal teams to shape product strategy, sales messaging, and go-to-market plans.
- Participate in industry events, conferences, and forums to network with peers and stay abreast of the latest developments in the technology landscape.
Success Criteria
- Margin as sold
- ISV/category growth
- Win-rate of registered deals
- Renewal rate on enterprise/corporate accounts
Organizational Alignment
- The Pre-Sales Manager for Services will report directly to VP, Pre Sales and will be responsible for leading a team of Presales Consultants focused on collaborating with the sales teams across the various service lines.
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
What we need to see from you
Required Skills:
- Bachelor's degree in software engineering or a relevant field preferred
- Minimum of 3 years of progressive leadership experience in sales management roles within the software industry; minimum of 5 years in the software industry
- Technical understanding and expertise of Swo service lines (Cloud, AI/Data, Security, Application Services, etc.)
- Industry-recognized certifications highly recommended
- Experience working on complex architectures, integration points and implementations across enterprise and corporate customers
- Familiar with best practices for integrated solutions across customers
- Ability to manage at both strategic and operational levels
- Occasional travel to meet clients and sales teams
- Key Sales Competencies & Behaviors of Recruiting & Selecting Top Talent, Inspiring Performance Excellence, Engaging & Developing Team Talent, Leading Sales as a Business Process, Delivering Exceptional Results, Demonstrating Sales Intelligence, and Creating Effective Growth Strategies 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
$250-300K or $339-406K 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.
Job Function
Sales
Accommodations
SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com.
Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.
