• Full Time
  • Sydney
  • Applications have closed.

The Solution Specialist is responsible for driving local sales initiatives and pipeline activity around
software solutions and licensing agreements, devices, software asset management and end user
computing services. This means you will deliver a business plan for Software Services, drive local vendor
engagement and local opportunity planning for your territory. You will also work closely with the Account
Managers and licensing specialists to ensure customers receive prompt and accurate software licensing
information and pricing.

Responsibilities:

Define local sales strategy and targets around Software Solutions & Licensing, Devices, Software

Asset Management and End User Compute services for allocated customer territory

• Analyse top accounts and competitors and identify [company] leverage / differentiation and

opportunities

• Develop business development plan and target opportunity list

• Drive opportunities in existing and new customers with Account Managers

• Build relationships with relevant partner contacts, incorporate partner programmes and build a

partner engagement strategy for software licensing around partner opportunities in particular

Microsoft, Citrix, Adobe, McAfee, Splunk, Mimecast, VMware, QUEST, Cisco & Veritas

• Build relationships with hardware vendors such as Microsoft Surface, Dell, Lenovo, Apple and

drive sales device strategy for your territory

• Sell Software Asset Management services such as effective licensing positions, SAM

Assessments and SAM as a Service

• Sell End User Compute Services such as O365 & Azure consultancy and migrations

• Drive account engagement and manage client expectations around software licensing solutions

• Maintain high level client exposure and regular interaction and ensure feedback into planning

process

• Identify cross-sell opportunities for other LOB areas within [company]

• Drive the proposal preparation, submission, and contract negotiations and associated sales

presentations

• Ensure that major contract renewals are achieved – engaging 6 months out from large renewals

• Support [company] consultants and engineers with promoting software solutions

Experience:

Experience in software solutions & licensing agreements
• Experience in a sales or account management position
• Demonstration of [company] core values of speed, execute, together
• Substantial sales / business development experience
• A track record of identifying and closing opportunities within an IT / services environment
• Motivation and drive to succeed
• Interpersonal skills and the ability to develop strong customer relationships
• Strong IT industry and market awareness
• Ability to negotiate / influence
• A team player who can engage and work with account management and practice teams