VMware Marketplace Pre-Sales Consultant

The roleThe VMware Pre-Sales Consultant will be responsible for driving the pre-sales process by providing expert technical guidance, solution design, and strategic consulting to prospective clients. The ideal candidate will have in-depth knowledge of VMware solutions, excellent communication skills, and a proven track record in pre-sales activities. This role requires collaboration with sales teams, customers, and technical teams to ensure the successful positioning of VMware. Scoping and Sizing Opportunities

Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.

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 VMware to recommend appropriate solutions tailored to the specific needs and objectives of each client.

Act as a trusted advisor, providing insights and guidance to address client challenges and achieve desired outcomes.

Understand our VMware offerings, the service provided and position the benefits to our clients.

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.

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 maximising revenue and enhancing client satisfaction.

Define margins and align pricing, incentives, and deal registration dynamics while remaining competitive in the market.

Maintain awareness of pricing strategies and drive margins and business growth.

Quoting for Strategic, Complex Requests

Take ownership of crafting quotes for client requests, demonstrating attention to detail and a thorough understanding of VMware 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 CSP.

Work with VMware 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 youSkills and Competencies

Business Problem Solving via Technology: Demonstrated ability to analyze complex business challenges and recommend effective technological solutions; translate client requirements into actionable strategies that drive outcomes.

ISV/Category Expertise: Understanding of VMware and ability to leverage expertise to identify and position relevant VMware solutions.

Sales Acumen: Strong commercial awareness and proficiency in sales techniques, with the ability to identify opportunities, overcome objections, and close deals effectively.

Strong Verbal Communication: Exceptional verbal communication skills and ability to articulate complex concepts clearly and persuasively.

Sales Processes and Awareness: Comprehensive understanding of sales processes, methodologies, and best practices, with ability to navigate the end-to-end sales cycle.

Industry/Market Awareness: Knowledge of relevant industries and markets, trends, and regulatory frameworks.

Continuous Learning Orientation: Proactive in staying updated on industry developments and committed to ongoing professional development.

Job Function

Sales

AccommodationsInclusionAt SoftwareOne we are committed to promoting equal opportunities and an inclusive environment. We value diversity and prohibit discrimination or harassment based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, or any other protected characteristic. We provide equal employment and advancement opportunities based on qualifications, skills, and abilities. Our employees are expected to uphold this policy and treat each other with respect. Any complaints will be promptly investigated, and appropriate action will be taken. We encourage employees to report any discrimination or harassment and actively support our commitment to equal opportunities. Our policy applies to all aspects of ..... full job details .....