Multivendor Pre-Sales - Adobe

SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs.

The role involves translating complex customer needs into compelling, value-driven solutions that win deals and build long-term client trust. As a Pre-Sales Consultant, you will collaborate with our sales team and clients to understand the client’s requirements and scope, effectively size opportunities, and provide tailored solutions to meet client needs.

• Scoping and Sizing Opportunities: Collaborate with sales teams and clients to assess requirements and effectively scope and size opportunities aligned to client expectations and organizational capabilities.
• Solution Design and Proposal Development: Design and propose tailored license and services solutions, acting as a trusted advisor while producing clear, accurate proposals with appropriate pricing, terms, and conditions.
• Sales Support and Collaboration: Support the sales team end-to-end through the sales cycle, identifying cross-sell and upsell opportunities and contributing to strategies that maximize revenue and client satisfaction.
• Margin Definition and Alignment: Partner with sales to define competitive yet profitable margins, leveraging market awareness and pricing strategies to drive sustainable business growth.
• Quoting for Strategic, Complex Requests: Own the development of accurate and competitive quotes for complex and strategic opportunities, coordinating with internal stakeholders to ensure feasibility and alignment.
• Creation and Maintenance of Solution Collaterals: Create and maintain up-to-date solution collateral, including presentations, case studies, and white papers, to support sales execution and enhance client engagement.

What we need to see from you:

• Business Challenges Through Technology Solutions: Analyze complex business challenges and translate client requirements into actionable technology strategies that drive measurable business outcomes and operational efficiency.
• ISV / Category Expertise: Leverage deep ISV and category-specific expertise to identify, position, and recommend relevant solutions aligned to client needs and industry trends.
• Sales Acumen: Apply strong commercial awareness and sales techniques to identify opportunities, overcome objections, and collaborate with sales teams to drive revenue growth.
• Negotiation Skills: Effectively address decision-maker needs and barriers using assertive yet collaborative negotiation techniques to achieve win-win outcomes for both the customer and the business.
• Strong Verbal Communication: Communicate complex concepts clearly and persuasively, building rapport and influencing clients and stakeholders at all organizational levels.
• Sales Processes, Tools, and Awareness: Navigate end-to-end sales cycles using established methodologies, CRM systems (ONESales), analytics, and digital tools to support effective deal execution.
• Industry / Market Awareness: Maintain strong awareness of industry and market trends, competitive dynamics, and regulatory factors to anticipate change and identify growth opportunities.
• Continuous Learning Orientation: Demonstrate a proactive commitment to continuous learning, staying current on emerging technologies, industry developments, and professional best practices.

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, please email us at reasonable.accommodations@softwareone.com. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.