IBM Marketplace Pre-Sales Consultant

SoftwareOne

  • London
  • Permanent
  • Full-time
  • 30 days ago
Job Description:Why SoftwareOne?Why SoftwareONE?SoftwareOne is a leading global software and cloud solutions provider that is redefining how organizations build, buy, and manage everything in the cloud. By helping clients to migrate and modernize their workloads and applications – and in parallel, to navigate and optimize the resulting software and cloud changes – SoftwareOne unlocks the value of technology. The company’s 9,200 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in ninety countries. Headquartered in Switzerland, SoftwareOne is listed on the SIX Swiss Exchange under the ticker symbol SWON. Visit us atWhat you should really 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 employeesSuccess 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, and agile and are 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 very 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 man change in a global economy.
The roleThe role:The IBM Pre-Sales Consultant will be responsible for driving the pre-sales process by providing expert technical guidance, solution design, and strategic consulting to prospective clients. The ideal candidate will have in-depth knowledge of IBM solutions, excellent communication skills, and a proven track record in pre-sales activities. This role requires collaboration with sales teams, customers, and technical teams to ensure the successful positioning of IBM solutions.Scoping and Sizing Opportunities
  • Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
  • Utilize analytical skills to scope and size licensing opportunities effectively, ensuring alignment with client expectations and organizational capabilities.
Solution Design and Proposal Development
  • Employ deep knowledge of IBM to recommend appropriate solutions tailored to the specific needs and objectives of each client.
  • Act as a trusted advisor, providing insights and guidance to address client challenges and achieve desired outcomes.
Sales Support and Collaboration
  • Provide guidance and support to the sales team throughout the sales cycle, from initial discovery to solution design and proposal development, specifically for IBM.
  • Proactively identify opportunities for cross-selling or upselling additional products or services to existing clients.
  • Collaborate with the sales team to develop strategies and initiatives aimed at maximizing revenue and enhancing client satisfaction.Margin Definition and Alignment
  • Work in tandem with the sales team to define prices for proposed IBM solutions, optimizing pricing and expected incentives while remaining competitive in the market.
  • Maintain a keen awareness of pricing strategies, incentives, and deal registration dynamics.
Quoting for Strategic, Complex Requests
  • Take ownership of crafting quotes for client requests, demonstrating attention to detail and a thorough understanding of IBM needs.
  • Coordinate with internal stakeholders to ensure accuracy, feasibility, and competitiveness of proposed solutions.
Creation and Maintenance of Solution Collaterals
  • Develop and maintain a comprehensive repository of solution collaterals, including presentations, case studies, white papers, and other relevant materials focused on CSP.
  • Work with IBM and Alliance Leaders to regularly update collaterals to reflect the latest product features, benefits, and success stories supporting sales efforts.
What we need to see from youSkills and Competencies:Business Problem Solving via Technology
  • Demonstrated ability to analyze complex business challenges and recommend effective technological solutions.
  • Proven track record of translating client requirements into actionable strategies that drive business outcomes and enhance operational efficiency.
ISV/Category Expertise
  • understanding of IBM products/services.
  • Ability to leverage expertise to identify and position relevant IBM solutions that address specific client needs and industry trends.
Sales Acumen
  • Strong commercial awareness and proficiency in sales techniques, with the ability to identify opportunities, overcome objections, and close deals effectively.
  • Experience in collaborating with sales teams to develop tailored strategies and proposals that resonate with clients and drive revenue growth.
Strong Verbal Communication
  • Exceptional verbal communication skills with the ability to articulate complex concepts clearly and persuasively.
  • Capable of building rapport and engaging with clients, colleagues, and stakeholders at all levels of the organization.
Sales Processes and Awareness
  • Comprehensive understanding of sales processes, methodologies, and best practices.
  • Proficiency in navigating sales cycles, from lead generation to deal closure, while maintaining alignment with organizational objectives and customer needs.
Industry/Market Awareness
  • Thorough knowledge of relevant industries and markets, including emerging trends, competitive landscapes, and regulatory frameworks.
  • Ability to anticipate market shifts and proactively identify opportunities for business growth and differentiation.
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.
Job FunctionSales
AccommodationsInclusionAt SoftwareOne we are committed to promoting equal opportunities and an inclusive environment. We value diversity and prohibit discrimination or harassment based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, or any other protected characteristic.We provide equal employment and advancement opportunities based on qualifications, skills, and abilities. Our employees are expected to uphold this policy and treat each other with respect. Any complaints will be promptly investigated, and appropriate action will be taken.We encourage employees to report any discrimination or harassment and actively support our commitment.

SoftwareOne