VMware Marketplace Pre-Sales Consultant

The role:  The 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 OpportunitiesCollaborate 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 DevelopmentEmploy 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 CollaborationProvide 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.Margin Definition and AlignmentWork in tandem with the sales team to define prices, optimizing pricing and expected incentives while remaining competitive in the market.Maintain a keen awareness of pricing strategies, incentives, and deal registration dynamics and optimize margins and drive business growth.Quoting for Strategic, Complex RequestsTake 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 CollateralsDevelop 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. Job Requirements Skills and Competencies:  Business Problem Solving via TechnologyDemonstrated 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 ExpertiseUnderstanding of VMware.Ability to leverage expertise to identify and position relevant VMware solutions that address specific client needs and industry trends.Sales AcumenStrong 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 CommunicationExceptional 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 AwarenessComprehensive 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 AwarenessThorough 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 OrientationProactive in staying updated on industry developments, emerging technologies, and best practices in account management and customer success.Commitment to ongoing professional development and growth.Company description 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  What you should really know about us. “Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. What are we left with? Our people. This is what makes SoftwareOne successful. Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond, every day. Our culture is unique, and I believe that having the right people, and empowering them to succeed, is the absolute key to our success” – Patrick Winter, Founder.  What we expect from our employees  Success at SoftwareOne is not defined by what you do for yourself, but by what you deliver for our customers, the business and for the employees around you.   SoftwareOne employees are energized, and agile and are laser-focused on delivering world-class Customer Satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of Employee Satisfaction. We are Humble, have a very high degree of Integrity and are simply not interested in politics. Our leaders operate with a high level of Discipline but can work at Speed to man change in a global economy.