Cloud Presales Consultant

Why SoftwareOne?

SoftwareOne the global leader in Cloud Services and Solutions is seeking Cloud Presales Consultant to join a well-established Technology Services team that play a pivotal role in the success of our business.

The SoftwareOne Presales Consultant – Cloud Specialist is responsible for driving and co-owning Hybrid Cloud Solutions sales and business development within his/her assigned region. The role functions as a partnership with the Business Development Manager Team and as a result is not limited to traditional "overlay role" restrictions. The Presales Consultant – Cloud Specialist is expected to take a consistently proactive approach to developing the technical solutions business in the region. The Presales Consultant – Cloud Specialist is the technical lead in the region for pre-sales (both professional services and managed services) customer engagements for the respective region. The role also serves as the liaison between the assigned sales team and customers and the professional services delivery resources which include both in-house and partner delivered services. The Presales Consultant – Cloud Specialist will scope professional services opportunities and assist in the creation and delivery of proposal and Statements of Work (SoW) to customers. The Presales Consultant – Cloud Specialist will be required to maintain an advanced level of technical knowledge across a broad set of foundational technologies as well as at least one specific technology set to serve as the subject matter expert for that specific subject on a national and/or global scale.

The role

As a Pre-Sales Consultant, 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.

Responsibilities:

Scoping and Sizing Opportunities

• Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, constraints and what SoftwareOne can offer.
• 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 and present these and any necessary demos.
• 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 technical 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. #LI-LP1

What we need to see from you

The SoftwareOne Presales Consultant – Cloud Specialist is responsible for driving and co-owning Hybrid Cloud Solutions sales and business development within his/her assigned region. The role functions as a partnership with the Business Development Manager Team and as a result is not limited to traditional "overlay role" restrictions. The Presales Consultant – Cloud Specialist is expected to take a consistently proactive approach to developing the technical solutions business in the region. The Presales Consultant – Cloud Specialist is the technical lead in the region for pre-sales (both professional services and managed services) customer engagements for the respective region. The role also serves as the liaison between the assigned sales team and customers and the professional services delivery resources which include both in-house and partner delivered services. The Presales Consultant – Cloud Specialist will scope professional services opportunities and assist in the creation and delivery of proposal and Statements of Work (SoW) to customers. The Presales Consultant – Cloud Specialist will be required to maintain an advanced level of technical knowledge across a broad set of foundational technologies as well as at least one specific technology set to serve as the subject matter expert for that specific subject on a national and/or global scale.

Hybrid Cloud Solutions are the technology practices focused on the delivery of cloud centric solutions from both the cloud hybrid datacenter and the cloud endpoint perspective. The role will require cross solution level technical understanding and expertise across multiple platforms (primarily Windows & Linux), hybrid cloud (with a focus on management, operations, and automation), data and analytics solutions and focusing on cloud native architectures and workloads. While there will be no limitations on the publishers and vendors that can be included in these practice solutions, foundational partners such as, but not limited to, Microsoft Azure, AWS and Google Cloud Platform serve as foundational technologies within the stack. The practice will also include "emerging technology" solutions from newer publishers and vendors that are finding traction in the broader marketplace and/or serve a specific niche solution. The Presales Consultant – Cloud Specialist will be working on cloud computing opportunities evaluating cloud architectures and solutions, professional and managed services.

• University degree preferred (in the field of Information Technology and/or or equivalent combination of experience and education; Master's degree preferred).
• 5+ years or equivalent experience selling products and services in cloud and workplace ecosystems.
• Ability to (sell), scope, price with limited support.
• Documented successful sales of enterprise-wide advanced technology data center solutions.
• Advanced-level Partner Sales and Technical Certifications required Microsoft, Google or AWS certification. Other partner certifications are welcome.
• Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel in regard to positioning sales and solutions.
• Capacity to work with local and international customers and colleagues.
• High level of English both written and spoken. English Proficiency certificate preferred. With the following technical skills:
• Comprehensive understanding of major providers like AWS, Azure, GCP, including services, pricing, networking, security.
• Proficiency in Terraform, AWS CloudFormation, Azure Resource Manager for automating cloud infrastructure.
• Expertise in cloud networking concepts, hybrid solutions.
• Familiarity with IAM, encryption, compliance standards (GDPR, HIPAA).
• Experience with Docker, Kubernetes, container networking, security.
• Knowledge of AWS Lambda, Azure Functions, Google Cloud Functions.
• Understanding of cloud storage solutions, database services.
• Proficient in cloud monitoring tools, setting up alerts.
• Expertise in designing solutions for fault tolerance, redundancy, disaster recovery.
• Skills in optimizing cloud infrastructure performance, resource allocation, load balancing, database tuning.

Job Function

Remote Sales