Job Description

Job Function: Sales Why SoftwareONE?:
SoftwareONE is a leading global provider of end-to-end software and cloud technology solutions, headquartered in Switzerland. With an IP and technology-driven services portfolio, it enables companies to holistically develop and implement their commercial, technology and digital transformation strategies. This is achieved by modernizing applications and migrate critical workloads on public clouds, while simultaneously managing and optimizing the related software and cloud assets and licensing. SoftwareONE’s offerings are connected by PyraCloud, its proprietary digital platform, which provides customers with data-driven, actionable intelligence. With around 7,700 employees and sales and service delivery capabilities in 90 countries, SoftwareONE provides around 65,000 business customers with software and cloud solutions from over 7,500 publishers. SoftwareONE’s shares (SWON) are listed on SIX Swiss Exchange. For more information, please visit https://www.softwareone.com/e.
SoftwareONE Holding AG, Riedenmatt 4, CH-6370 Stans

The role:

An Account Manager provides ongoing sales support to existing customers, manages the customer relationship and customer satisfaction. This role implements and executes the account strategy. The AM develops & identifies new sales leads.

• 
  Be the primary point of contact and maintain a productive relationship with existing accounts and identify growth potential
• Take ownership on the customer experience
• Understand customer needs and offer the right solutions to them
• Ensure the timely and successful delivery of our solutions
• Drive proactive new Sales, Renewals, and overall Opportunity Management
• Develop, maintain and execute a highly efficient Account Management by focusing on
• PyraCloud and Self Services
• Providing customer services remotely
• Manage day-to-day customer and partner requests
• Track and forecast of defined account metrics / KPIs and financial

What we need to see from you:
Functional Skills :

Account Management-Skilled
Focuses on building relationships with existing clients to transform them into key strategic accounts. Nurtures these relationships to either retain the clients' business or grow opportunities within the client.
Account Planning-Awareness
Develops strategic plans to improve value-driven relationships with customers. Maps out the process of closing a deal to retaining and growing the relationship.
Cross-Selling-Skilled
Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.
Sales Methodology-Skilled
Implements the organisation's philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process.
Sales Platforms-Skilled
Processes daily sales tasks using the SWO’s CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings.
Sales Prospecting & Qualification-Skilled
Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.
Page Break
Upselling-Skilled
Encourages the purchase of a comparable higher-end version of what the customer intended to purchase.
Value based Selling-Skilled
Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.

Portfolio Knowledge
Software & Cloud-Advanced
Understands Software Licensing and can evaluate software contract spend and utilization in a given organization in order to optimize spending patterns, technology usage, and implementation strategies. Basic understanding all vendor related incentive and funding programs.
Future Workplace-Skilled
Is able to engage with stakeholders from IT all the way to C-level, understand the future workplace requirements, challenges and opportunities, position the right support model and articulate the business value of the offering. Is able to position future workplace advisory and/or professional services to customer depending on their requirements and future workplace maturity. Is able to articulate the importance and value of adoption and change management in customer journey towards increasing productivity. Understanding of the Microsoft 365 technologies and the role they play in enabling a secure and flexible workplace environment.
IT Asset Management & Digital Supply Chain-Skilled
Is able to articulate the benefits of visibility, risk and optimisation across the supply chain, on-prem and cloud environments to the customer and how these are achieved. Can explain the lifecycle from demand, sourcing, BOM, negotiation, deployment, management to retirement. Understands the technology landscape and data collection architectures that drive the conversation and is able to articulate use cases and case studies of how to start and build this function within a customer, based on their current journey. Able to present the SoftwareONE portfolio and customer outcomes achieved through all offerings across the journey through Advisory, Delivery and Managed.
Application Services-Awareness
Is able to understand the customer's cloud strategy and how our application modernization strategy can accelerate and optimize the customer's cloud journey. Understands our SoftwareONE USPs and is able to explore new opportunities and start new conversations with customer personas like Chief Architect, head of development or CIO. Is able to define key opportunity sponsors including different roles in the organization and representatives from hyperscaler's sales teams to get a winning position at the customer. Can orchestrate the right resources needed to drive a complex sales opportunity and understands if all customer stakeholders are involved to close the deal.
Cloud Services-Awareness
Is able to articulate the benefits of cloud services to the customer and how these are achieved. Can explain agility, elasticity, cost models and how geographic expansion can be achieved. Is able to articulate use cases of cloud specific to the customers industry and size and understand where the customer is on their cloud transformation journey. Finally, they are able to present the SoftwareONE portfolio and customer outcomes achieved across the journey line through Advisory, Delivery and Managed.
Page Break
FinOps-Awareness
Is able to engage stakeholders from IT, Finance, Procurement and C-level, to articulate a change and common understanding around cloud cost, management and optimization. Can navigate a technical conversation around tagging, policy management and right-sizing while also speaking to commercial optimization through contracts, commitments and usage. This becomes a conversation around Unit Economics within the customer, focused on achieving the customers business outcomes while increasing accountability for the cloud internally.
SAP Critical Workloads-Awareness
Understanding of SAP Technology Services portfolio across architecture and solution advisory, heterogeneous or homogeneous 'lift and shift', S/4 adoption through direct conversion, SDT, or greenfield transformation, and our Managed Services offering. Understands differentiators of the major hyperscale platforms available to customers to run SAP, including GCP, AWS & Azure.

Foundational Skills
Building Relationships-Skilled
Creates relationships with immediate team and across the organization characterized by a high level of acceptance, cooperation, and mutual respect. Forms relationships outside of the organization that supports individual growth and/or business success.
Customer & Market Orientation-Skilled
Understands customers' strategic business objectives, how their decisions are made, their positions in the market, their opportunities and their challenges and has a clear understanding of existing and emerging market and industry needs.
Financially Savvy-Awareness
Adept at budgeting, financial forecasting, cost management, analysis, and reporting for specific business unit / function.
Negotiation-Skilled
Ability to overcome or minimize barriers and address needs and preferences of key decision makers, using assertive tactics when appropriate and has the ability to achieve a win-win outcome for SWO and the customer.

Foundational Skills – SWOmies
Derives skills from the mission, vision, values and organizational strategy
Continuous Improvement-Skilled
You focus relentlessly on the quality of what you do and work to always make our systems better and more efficient. You embody the notion that “how” we do something is as important as “what” we achieve.
Customer Excellence-Skilled
We consistently exceed expectations through great discipline, empathy and respect, ensuring a best in class customer experience.
Impact Driven-Skilled
We are committed to achieving exceptional outcomes by working with speed, passion and discipline. We take the initiative and constantly raise the bar of sustainable high performance and employee happiness.
Page Break
Influencing Others-Skilled
You skilfully communicate, influence and interact with others to facilitate the effectiveness of SoftwareONE’s teams by fostering cooperation, curiosity and synergy across your team and the other teams you engage with. You support your colleagues and their endeavours and find ways to help them succeed at their goals. When appropriate, you mentor and peer-coach with a mindset toward continuous learning. Ultimately you aim to inspire trust and confidence in all those around you.
Leading Self-Skilled
In order to successfully achieve your work goals while interacting with others, you understand the need to first focus on your own mindset, skills and behaviours. You are both approachable and accountable when working with others inside and outside the company. You are also flexible and adaptable while doing your job. You embody our values, intrinsically modelling them to all around you. You invest in increasing insights on your strengths and development areas, seek feedback and always have a development plan in progress. You are constantly ‘work in progress’.
Strategic Alignment-Skilled
You execute your job knowing exactly how it helps move SoftwareONE towards its goals via the STRATEGIC DRIVERS. You fully understand your role among your team and within SoftwareONE. You always anticipate what is potentially going to happen– embracing the opportunities and never freezing in the face of adversity and risk.
Transformation Agility-Awareness
We apply a growth mindset supported by constant learning and innovation. We successfully navigate complexity and perpetual change by addressing new challenges with deliberate positive action.