Solution Advisor Vmware

il y a 3 jours

Brussels, Belgique SoftwareONE Temps plein

Job Function: Sales Why SoftwareONE?:
For over 30 years SoftwareONE has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location.

The role:
Solution Advisor is responsible for driving and co-owning PDI sales, business development, and marketing activities for a specific theme (Veeam and VMWare) 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.

**Key Responsibilities**:

- **
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
- **
Customer facing**:

- 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
- **
Sales Support**:

- 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
- Renewal support
- reating Co-sell campaigns
- **
Publisher Management**:

- 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.
- **
Knowledge sharing/covering**:

- Inform the organization about our strategic theme’s and publishers
- Train he organization to spot and qualify PDI business
- Interviewing applicants
- 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.
- **
Coaching**:

- Guide less experienced employees as a mentor
- Transfer knowledge

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