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  • Job Type: Permanent
    Categories: Sales Jobs
    Location: Birmingham, West Midlands
    Job ID: 89914
    Company: SCC

    Software Solutions Specialist

     

     

    Successful applicants will be responsible for selling complex software driven solutions across a wide client base up to CxO level.  The successful individual will have a proven track record in software solution sales and will be responsible for working with SCC’s account team in branch to manage SCC’s end-to-end sales and commercial engagement for all core software opportunities in this area including but not exclusively Microsoft, Citrix, VMWare, Symantec, etc.

     

    Roles & Responsibilities:

     

    • Identify opportunities to significantly grow SCC’s Software and SAM business by closing new and incremental software deals in existing and net-new accounts across a number of key software vendors.
    • Provide end-to-end ownership for sales opportunities on behalf of the Software Business.
    • Lead the qualification process with the account team to truly understand a customer’s requirements and align these to key SCC service propositions aligning resources from the business as required.
    • Assist the customer through a process of understanding their requirements, defining a solution and creating a compelling proposition; with responsibility for then negotiating commercials, closing the deal and providing commercial direction for the project.
    • Manage the internal service providers and any external suppliers.
    • Support, guide and coach the sales team to define, differentiate, develop, lead and close deals.
    • Lead and own the bidding process including response documents such as RFI, RFP and full proposal.
    • Drive partnership and collaboration with key vendors.
    • Develop and execute a jointly agreed business plan in collaboration with SCC’s Branch Managers in order to maximise opportunities in existing accounts and grow new business and market share. Key Requirements
    • The ability to qualify and develop new clients from a cold start and manage the entire deal lifecycle from inception through to successful project outcome.
    • An ability to spot, qualify and lead new opportunities in existing accounts
    • Evidence of Solution based selling, particularly with good knowledge of complex Professional Services engagements.
    • Solid understanding and proven track record in selling software solutions that are tailored to meet a client’s needs and demands.
    • A strong understanding of technology, emerging technologies and the broader market outside software.
    • Solid expertise and understanding of relevant software technologies including Software Asset Management (SAM).
    • The ability to develop long term relationships as a trusted partner for SCC’s customers.
    • The ability to drive internal collaboration and lead virtual teams.

     

    Role Purpose:

    Accountabilities

    Performance Indicators

    Knowledge, Skills & Experience

    • Manage customer liaison to transact complex services and complex software solution sales to maximize profit
    • Responsible for sales documentation and methodology to enable the sales process and information
    • Engage with appropriate resources and management to ensure solution meets customer needs
    • Close standard deals with a degree of complexity and opportunities to maximize profitability
    • Identify customer queries and resolve to enhance customer satisfaction
    • Accountability for all operational transactions to ensure ownership of customer
    • Proactively builds customer contacts and rapport across a number of customers, levels and opportunities
    • Identify a broad range of opportunities and customers to develop sales campaigns
    • Act in accordance with SCCs Information Security Policies and report potential or actual Security events or other security risks to the organization
    • Software contribution growth from aligned customers
    • Develop and execute sales plan
    • Feedback from stakeholders and customers
    • demonstrating role specific competencies
    • Generation of new business opportunities in existing customer base and new customers
    • Contribute to campaign team in large complex contractual services opportunities

     

    • Graduate level education
    • 3-5 Years relevant sales experience
    • Previous referenceable software knowledge
    • Ability to build effective and constructive relationships across a number of customers and opportunities
    • Ability to build and manage a pipeline of customer opportunities
    • Ability to demonstrate business planning
    • Comprehensive understanding of SCC’s Solutions offerings and basic understanding of services
    • Able to manage and work with virtual teams
    • Ability to manage customer expectations
    • Commercial, Financial and legal understanding
    • Negotiation and influencing skills applied across the various customer organizations
    • Ability to build effective and constructive relationships across a number of large and more complex customers, opportunities etc., at all levels
    • Ability to resolve significant customer issues whilst positively moving the business forward