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 at www.SoftwareOne.com The role As a Microsoft Licensing Pre-Sales Consultant at SoftwareOne, you will play a critical role in driving sales success through effective problem-solving utilizing Microsoft licensing solutions. This position requires strong expertise in Microsoft products and how they are licensed as well as a deep knowledge of Microsoft’s volume license agreements such as Enterprise Agreements and MPSA Agreements, coupled with exceptional sales acumen and the ability to cultivate strong relationships with both internal and external stakeholders. Scoping and Sizing Opportunities Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints around their Microsoft Licensing estate. 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 Microsoft licensing to recommend appropriate solutions tailored to the specific needs and objectives of each client. Act as a trusted advisor, providing insights and guidance on the most suitable Microsoft licensing solutions to address client challenges and achieve desired outcomes. Provide inputs to licensing contracts on nuances of Microsoft licensing models, along with inputs on delivery lead time and terms of engagement. 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 Microsoft licensing. 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 Microsoft licenses, optimizing pricing and expected incentives while remaining competitive in the market. Maintain a keen awareness of pricing strategies, incentives, and deal registration dynamics related to Microsoft licensing to optimize margins and drive business growth. Quoting for Strategic, Complex Requests Take ownership of crafting quotes for strategic and complex client requests, demonstrating attention to detail and a thorough understanding of Microsoft licensing 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 Microsoft licensing. Work with Microsoft 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 you 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 Deep understanding of Microsoft licensing programs, including Volume Licensing, CSP, MPSA, and Enterprise Agreements. Proficient in selling volume licensing agreements and knowledge across all Microsoft products in how customers can optimize their Microsoft spend. Ability to leverage expertise to identify and position relevant Microsoft licensing 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 Function Sales