SoftwareONE is a leading global provider of end-to-end software and cloud technology solutions. With capabilities across the entire value chain, it helps companies design and implement their technology strategy, buy the right software and cloud solutions at the right price, and manage and optimize their software estate. Its offerings are connected by PyraCloud, SoftwareONE’s proprietary digital platform, that provides customers with data-driven, actionable intelligence. With around 5,800 employees and sales and service delivery capabilities in 90 countries, SoftwareONE provides around 65,000 business customers with software and cloud solutions from over 7,500 publishers.
Responsible for leading and executing the SoftwareONE FDC Cloud (Future Data Centre – Microsoft Azure/AWS) sales strategy to position SoftwareONE to drive net new business. The role is that of a hands-on seller who can lead from the front selling direct to end customers, to then use this field sales experience to help shape and execute a successful sales strategy for the FDC Line of Business.
The role works in tight collaboration with the broader SoftwareONE account management and business development team (BDM) along with FDC solution specialists (pre-sales).
The primary objective of the role is to deliver on sales gross profit budget commitment for the FDC practice. This will be delivered through a mix of professional and managed services, as well as SoftwareONE FDC related solutions such as Gorilla Stack.
As FDC sales lead you will be jointly responsible for the end-end sales process along with the designated BDM. This includes hunting net new business, qualifying opportunities, ensuring customer requirements are fully understood, working with FDC solution sales to develop the customer solution and then work through all associated steps to successfully close the deal which includes seeking necessary internal approvals. In the event there is no BDM assigned to an individual customer, then it is the role of the FDC sales lead to take on overall account lead for that customer until a time a BDM is assigned.
The role functions as a partnership with all lines of business within SoftwareONE ANZ, the FDC regional business and primary account manager and is not limited to traditional “overlay role” restrictions. The FDC ANZ Sales Lead is expected to take a consistently proactive approach to developing solution sets associated with driving demand generation, marketing and deal crafting.
A critical aspect of this role is to leverage the broad account relationships within the various lines of business in order to extend our influence and enhance the commercial and strategic conversations. It is also critical to establish and enhance the Microsoft and AWS relationship across ANZ and to be seen as a valued and strategic partner. The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services.
The FDC ANZ Sales Lead will assist in scoping professional services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers. The FDC ANZ Sales Lead will be required to maintain an advanced level of knowledge across at least one specific capability set to serve as the subject matter expert.
In this role your focus will be selling the SoftwareONE FDC services, which includes but not limited to:
Azure & AWS Consulting
Azure & AWS Cloud Advisory services and migrations
Azure & AWS Cloud Modernisation and managed services
Deliver the sales Gross Profit as budgeted for the FDC Line of Business in Australia and New Zealand
Personally lead the end customer sales engagement for FDC opportunities
Lead the FDC line of business to a client centred outcome based sales approach;
Develop the business over time to build out a direct report sales team;
Develop strong relationships across SoftwareONE and work with those teams towards a high performance culture;
Develop a strong relationship with Microsoft and AWS locally in ANZ;
Drive and maintain high quality in sales through cross line of business collaboration;
Be accountable for creating and delivering strategic solutions;
Assessing potential recruits and provide final recommendations on key hire;
Contribute to developing relationships across AWS and Microsoft, and other nominated partners of SoftwareONE to position competitively.
Prospect new direct clients and partners to develop new business, revenue and profit for SoftwareONE;
Working in collaboration with SoftwareONE Specialists to generate new business.
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 FDC Service Offerings
Develop strategies for top accounts which maximize cross-sell and up-sell business opportunities
Manage the sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning.
Assists with all marketing related events, seminars, mailings, and call campaigns
Submits accurate and timely forecasts;
Properly log all client activities, opportunities and contacts in Navision and designated sales and call reports.
Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining professional accreditations.
Achieve average customer satisfaction score of 9 out of 10;
Accountable for ensuring SoftwareONE meets all customer contractual obligations and manage the escalation process if required; and
Accountable for ensuring customers deliver on SoftwareONE contractual terms, including paying on time.
Sales Knowledge, Skills and Abilities Required:
Degree level preferred and/or demonstrated ability to quickly learn;
Collaborative sales style that aligns with the customer value and needs;
Outgoing, confident and highly social;
Ambitious and highly motivated self-starter;
Ability to collaborate and mobilise others;
Deep consulting skills to analyze and document customer business requirements and pain points;
Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams;
Strong account management skills, with ability to maintain relationships and facilitate account reviews including executive level quarterly business reviews;
Strong organizational, multitasking and time management skills; and
Ability to work in a fast-paced team sales environment with minimum supervision.
Very good understanding of Azure and AWS technology, implementation and services delivery;
Expert sales knowledge of Cloud Platforms;
Knowledge of a specific industry (e.g. FinTech)
Commercial knowledge of pricing AWS and Azure based on specific customer technical and /or functional requirements