SoftwareONE Solutions Specialist - SLM in Sydney, Australia
Software Asset Management (SAM) Services is one of the founding pillars of our services business, and remains to be a leader in the industry Worldwide. The role will be responsible for achieving sales/pre-sales goals for SoftwareONE SAM Services, working in collaboration with SoftwareONE Business Development Managers.
Client Facing Role and Responsibilities:
Identify new SLM business through both prospecting net new clients and existing accounts.
Assists with all marketing related events, seminars, mailings, and call campaigns to increase SAM awareness.
Demonstrate to customers your deep personal expertise in SAM (Software Asset Management) and SPS (Software Procurement Services) strategies. This includes providing CxO advice on latest SAM processes improvement and services.
Capture all customer business requirements and pain point. This includes facilitating workshops, 1:1 sessions and if required running surveys.
Design and develop customer solutions to address their requirements. This includes personally producing proposals and statements of work.
Coordinate the gathering and quality of all input required from Delivery stakeholders (including internal to SofwareONE local, regionally and globally plus any input from 3rdParty Subcontractors / Suppliers)
Pricing and costing of solutions
Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities
Effectively communicates and present the SoftwareONE Value Proposition and all associated Service Offerings
Facilitates all communications, order processing, and reporting of customer transactions.
Sales Management Role and Responsibilities:
Develop strategies for top accounts which maximize cross-sell and up-sell business opportunities
Manage the solution sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning.
Properly log all client activities, opportunities and contacts in Navision
Submits accurate and timely forecasts, on a weekly basis, that are aligned with assigned KPI’s
Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining vendor certifications and professional accreditations.
Accountable for ensuring SoftwareONE meets all customer contractual obligations and manage the escalation process if required.
Accountable for ensuring customers deliver on SoftwareONE contractual terms, including paying on time.
A solid background selling (or delivering) Software Asset Management (SAM) Services for a major SAM services provider or SAM tools provider.
A strong background of sales or pre-sales in SAM solutions for a software publisher (OEM), SAM services provider or software licensing VAR/LAR.
Knowledge of and skills with using, supporting or selling SAM solution tools such as Flexera, Aspera, Snow, Landesk, Aricent or other SAM tools in the market today.
Excellent communications, including ability to create and deliver a compelling presentations to major stakeholders, up to C-Level.
Strong salesmanship skills, in support of business development teams.
Scheduling and contact management skills.
Deep knowledge of Microsoft SAM processes and software license models.
Exposure to various license models and programs, including but not limited to are VMware, SAP, IBM, Oracle, Adobe, etc.