Customer Solutions Lead

Softchoice • Chicago, IL

101d • $74,640 - $93,300

About The Position

Softchoice is a software-focused IT solutions and services provider that equips organizations to be agile and innovative, and for their people to be engaged, connected, and creative at work. This role as a Customer Solutions Lead for SMB & SMC involves helping customers reduce their spending, optimize their technology, and innovate business through Professional, Managed, and Agility services. The position is part of the Customer Strategy and Solution Sales Team, which is accountable for the customer services sales strategy on select high-growth accounts and supporting district growth.

Requirements

• 7+ years of experience selling technical solutions within a sales or Pre-Sales role.
• Comprehensive knowledge of Reduce and Optimize Services for Cloud and Workplace.
• Foundational understanding of Innovate and Advanced Professional Services capabilities.
• Ability to map right-fit Cloud and Advanced Workplace Professional Services and Partner Services to specific business needs.
• Knowledge of leveraging various delivery methods (Project-based, Partner, Agility) to fulfill client requirements.
• Skilled in creating a Modern Workplace roadmap that maps our advanced capabilities to business outcomes.
• Foundational understanding of Cloud and Workplace solutions, including Azure, AWS, Google Cloud, and Microsoft 365.
• Proficiency in explaining the value of Cloud solutions for infrastructure, applications, and data, as well as the Modern Workplace and Advanced Workplace Services.
• Proven track record in developing and driving sales for Professional and Managed Services solutions.
• Demonstrated ability to manage relationships at all organizational levels and mobilize stakeholders to execute and meet key deliverables.
• Creative and analytical thinker with a strong customer service orientation and excellent decision-making skills.

Nice To Haves

• Ability to create and deliver relevant and tailored presentations to customers and partners.
• Good room presence and the ability to adjust on the fly.
• Champion of ROI, capable of creating and presenting business value, TCO, ROI, etc.
• Ability to review and coach presentations by others (AEs, MSS, JAs, etc.) to customers to ensure alignment to sales strategy and use of consultative selling.
• Regularly contributes to the Solution Sales community by sharing best practices and what's working.
• Acts as an onboarding buddy and mentor to CSLs to assist with level advancement.

Responsibilities

• Demonstrate executive presence and expertise in face-to-face interactions with VPs and C-level executives.
• Address complex challenges faced by larger organizations, facilitating in-depth discovery and opportunity qualification across the enterprise.
• Lead complex sales involving multi-threaded solutions, including AI, Cloud, Advanced Workplace, Professional Services, Partner, and Managed Services.
• Collaborate with customers to develop comprehensive roadmaps that align our Professional Services and Cloud capabilities with business outcomes.
• Guide customers through the transition to new solutions, engaging stakeholders and providing comprehensive training and support through professional services to ensure successful adoption and sustained utilization.
• Drive growth and manage a book of business focused on services, including pipeline generation, forecasting, and achieving sales quotas.
• Create, maintain, and execute comprehensive accounts and close plans.
• Actively contribute to Market Attack Plans for AEs and Sales Leaders, working cross-functionally to support district services growth.
• Perform QBRs to ensure alignment and progress.
• Accurately qualify opportunities and understand the progression and probability of deals within the sales cycle.
• Clearly articulate the Softchoice value proposition and effectively present our capabilities to customers and partners.
• Develop and deliver tailored proposals, ensuring they are relevant and impactful for the audience.
• Demonstrate understanding of our AI, Advanced Cloud, and Workplace capabilities.
• Lead multi-threaded Managed Services solutions, including Cloud and Workplace, to address business challenges.
• Work closely with district sales teams and leaders to achieve business outcomes.
• Establish and nurture relationships with internal teams, including presales, delivery, and business development.
• Act as a trusted advisor by maintaining regular communication with customers and partners.

Benefits

• Competitive perks that start on day one.
• Flexibility in planning workdays.
• Collaborative environment with supportive colleagues.
• Award-winning workplace recognized as a Great Place to Work for 20 consecutive years.
• Commitment to an inclusive culture where every team member can be their authentic self.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees