Do you thrive on translating complex customer needs into compelling, value‑driven solutions that win deals and build long‑term client trust?
Are you excited by shaping opportunities end‑to‑end—combining technical insight, commercial acumen, and strong relationships to drive meaningful business outcomes?
As a Pre‑Sales, you will play a crucial role in collaborating with our sales team and clients to understand the client’s requirements and scope, and to size opportunities effectively. You need a strong expertise in Independent Software Vendor (ISV) solutions associated services and category‑specific knowledge, combined with exceptional sales acumen and the ability to cultivate strong relationships with both internal and external stakeholders.
Your primary responsibilities will revolve around providing, advising, and translating customer requirements into tailored solutions to meet client needs, identifying opportunities for cross‑selling and upselling, and defining margins in alignment with both sales and delivery teams.
Scoping and Sizing Opportunities
- Collaborate with sales teams and clients to assess requirements and effectively scope and size opportunities aligned to client expectations and organizational capabilities.
Solution Design and Proposal Development
- Design and propose tailored license and services solutions, acting as a trusted advisor while producing clear, accurate proposals with appropriate pricing, terms, and conditions.
Sales Support and Collaboration
- Support the sales team end‑to‑end through the sales cycle, identifying cross‑sell and upsell opportunities and contributing to strategies that maximize revenue and client satisfaction.
Margin Definition and Alignment
- Partner with sales to define competitive yet profitable margins, leveraging market awareness and pricing strategies to drive sustainable business growth.
Quoting for Strategic, Complex Requests
- Own the development of accurate and competitive quotes for complex and strategic opportunities, coordinating with internal stakeholders to ensure feasibility and alignment.
Creation and Maintenance of Solution Collaterals
- Create and maintain up‑to‑date solution collateral, including presentations, case studies, and white papers, to support sales execution and enhance client engagement.
Job Requirements
- Analyze complex business challenges and translate client requirements into actionable technology strategies that drive measurable business outcomes and operational efficiency.
- Leverage deep ISV and category‑specific expertise to identify, position, and recommend relevant solutions aligned to client needs and industry trends.
- Apply strong commercial awareness and sales techniques to identify opportunities, overcome objections, and collaborate with sales teams to drive revenue growth.
- Effectively address decision‑maker needs and barriers using assertive yet collaborative negotiation techniques to achieve win‑win outcomes for both the customer and the business.
- Communicate complex concepts clearly and persuasively, building rapport and influencing clients and stakeholders at all organizational levels.
- Navigate end‑to‑end sales cycles using established methodologies, CRM systems (ONESales), analytics, and digital tools to support effective deal execution.
- Maintain strong awareness of industry and market trends, competitive dynamics, and regulatory factors to anticipate change and identify growth opportunities.
- Demonstrate a proactive commitment to continuous learning, staying current on emerging technologies, industry developments, and professional best practices.
Company Description
SoftwareOne and Crayon have come together to form a global, AI‑powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world‑class learning and development programs. Whether you’re passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose‑driven culture where your ideas matter, your growth is supported, and your career can go global.
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