At SoftwareONE we are customer-focused. Delighting customers means we’re innovative and committed. Meet Sancho Latumahina Director- Sales, Netherlands, and hear him talk about his career journey, our growing business in the Netherlands, and the kind of talent he is looking to be a part of his winning team.
Solution Advisor is responsible for driving and co-owning PDI sales, business development, and marketing activities for a specific theme or publisher domain within his/her assigned region. The role functions as a partnership with the primary account manager and as a result is not limited to traditional “overlay role” restrictions, the Solution Advisor is expected to take a consistently proactive approach to developing new business in the region and help existing customers with any questions relating to a strategic theme or publisher. The Solution Advisor is the publisher lead in the region for pre-sales (both transactional and professional services) customer engagements and sales enablement for the respective region. The role also serves as the liaison between the assigned sales team, customers and publishers and distributor. The Solution Advisor works close with the Solution Specialist to transform our traditional resell to a managed service.
Is responsible for providing an advice based upon the best solution connected to the applicable specialism. Working closely together with the Consultants and Advisors in an independent way regarding our publishers. This role implies setting up and presenting the advice to the customer, development of portfolio, informing the organization of our customer, supporting Sales and securing knowledge regarding the applicable specialism. The Solution Advisor is responsible to maintain an advanced level of knowledge of all services and products of the applicable publisher or themes. The Solution Advisor is expected to take a consistently proactive approach in developing business in his specialism.
Is responsible in his role as a Senior for coaching and guiding the less experience PDI employees.
Can translate the needs of the customer into the best solution for the customer. Covering our strategic renewal business with our customers. Face to face advise to optimize, manage and maintain their current contracts.
Sales/Advise (Publisher or theme)
Executing all necessary actions in order to deliver an overview of the current and desired situation for the customer based on strategic theme or publisher. Create a business case for the customer
Covering our strategic renewal business, upsell, cross-sell or cost improvement
Create or qualify all opportunities together with the customer onside.
Help our customer transforming and innovate their IT environment based on our strategic theme’s and/or publishers.
All levels, IT Management / DMU
Partner with customer
Portfolio development (Theme)
Initiate new opportunities based on our current portfolio or add new technology/publisher to our portfolios to stay relevant for our customers. Advise management in a proactive way about publisher solutions, services and technical/strategic innovations.
In collaboration with the Solution Specialist qualify leads and mapping them to our own managed services
Strategic mindset, anticipating on market chances and customer needs
Qualify opportunities (theme or publisher)
Create an advice/business case
Present the business case to the customers
Close the opportunities
First line of contact for theme’s or publisher related questions
reating Co-sell campaigns
Actively build and cover the relationship with our strategic publisher on all levels
Build a strategic business plan including kpi’s per publisher
Create new opportunities based on their portfolio
Maintain and improve our current partner status
Cover all necessary certifications/exams
Marketing in cooperation with our Marketing department
Initiate Business development
Liaison between publisher, product management and technical services lead to add their solution to our strategic services.
Inform the organization about our strategic theme’s and publishers
Train he organization to spot and qualify PDI business
Contribute to the development of the employees in the team as well as within the organization about PDI knowledge
Encourage people to take their own responsibility and act when needed as well as addressing colleagues when necessary.
Guide less experienced employees as a mentor
Train employees PDI and Sales
Help Teamleader to create and execute strategic business plan
We need a commercial customer facing person with a proactive mindset and IT knowledge/experience, preferable knowledge about Backup, Archiving, Disaster Recovery, High Avalaibility, Veeam, Commvault, Veritas, Rubrik, Nutanix or Zerto.
4+ years of experience with IT
Good knowledge of the applicable specialism and fully aware of the current and future business goals in the market
Broad knowledge of and competences to work out an end-to-end solution in a commercial way based upon the goals of the customer
Ability to present the unique proposition commercially and in substance to the customer
Valuable partner for the higher management and decisionmakers
Ability to advise and negotiate on a strategic level
Fully informed about current development within the applicable specialism
Having a relevant network with technology vendors and distributors thus having access to best practices and expertise.
Publisher knowledge, functionalities, licenses, contracts and solutions
Face to face customer experience on DMU level
Solution Sales Relation Management Skills
Excellent Presentation Skills
Social skills, relation management
Business outcome knowledge
Able to talk at business/DMU level
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.
Success 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, 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 levels of Discipline but are able to work at Speed manage change in a global economy.