Presales Specialist - IBM - Red Hat

Why SoftwareOne? 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. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose‑driven culture where your ideas matter, your growth is supported, and your career can go global.

The role: Ready to turn complex enterprise challenges into scalable software solutions, drive strategic growth, and make a real impact as a Pre‑Sales Specialist? Keen to drive end‑to‑end pre‑sales, craft tailored solutions, support sales, define margins, and create strategic quotes that tackle complex enterprise challenges and accelerate client success? Interested in joining a global AI‑powered software and cloud leader, thriving in a purpose‑driven culture where you can innovate, grow, and make a meaningful impact worldwide?

Practical Information:

• Location: London, UK
• Work arrangement: Hybrid
• Reporting to: Teamlead Presales Enterprise Software & Infrastructure
• Language requirements: Fluent/professional English, written and verbal

As our new Presales Specialist - IBM - Red Hat within the Enterprise Software & Infrastructure team, you will play a crucial role in collaborating with our sales team and clients to understand requirements, scope, and size opportunities effectively. You will focus on our strategic and growth portfolio, ensuring that complex infrastructure needs are translated into scalable software solutions and utilising analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organisational capabilities.

Key Responsibilities:

• Solution Design & Proposal Development: Leverage deep product and solution expertise to design tailored licence and services proposals, acting as a trusted advisor on complex enterprise challenges such as cloud migrations and data sovereignty.
• Sales Support & Collaboration: Support the sales team across the full sales cycle—from discovery through close—while proactively identifying cross‑sell and upsell opportunities for additional infrastructure solutions (e.g., adding EDB to an IBM environment).
• Margin Definition & Alignment: Partner with the sales team to define competitive, profitable margins for proposed solutions, leveraging pricing strategies and market insights to drive sustainable growth.
• Strategic & Complex Quoting: Own the creation of quotes for strategic, complex client requests, applying detailed knowledge of vendor‑specific licensing and coordinating with internal stakeholders to ensure accuracy, feasibility, and competitive solutions.
• Solution Collateral Management: Develop, maintain, and continuously refresh a comprehensive set of enterprise solution collaterals (including presentations, case studies, and white papers) ensuring accuracy, consistency, and alignment with evolving vendor capabilities (e.g., updates to Red Hat OpenShift or IBM Cloud) to effectively enable and support sales teams.

What we need to see from you:

• Demonstrated ability to analyse complex business challenges and recommend effective technological solutions.
• Deep understanding of the Independent Software Vendor (ISV) landscape, specifically for IBM, Red Hat, and Enterprise Open Source.
• Solid commercial awareness and proficiency in sales techniques, with the ability to identify opportunities, overcome objections, and close deals effectively.
• Ability to achieve a win‑win outcome for SoftwareOne and the customer.
• Proficiency in navigating sales cycles while utilising ONESales (CRM), analytics, and digital tools to drive sales.
• Thorough knowledge of relevant industries (e.g., Central Government) and emerging trends like hybrid cloud and AI.

What’s on offer:

• Global company culture: We defined our 6 core values through our company culture.
• A mentor who supports your successful start and is at your side with advice and action.
• President’s Club: Recognition awarded by leadership and your peers.
• Flexible work: Do great work from anywhere but also visit local office to deliver excellence in team relationships.
• Lifelong education: A variety of training and development opportunities.
• Hire to Grow: We optimise our internal structures and feedback culture constantly to be your Employer of Choice, today and in future.

Accommodations: SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com. Please include the role for which you are applying and your country location. Someone from our organisation that is not part of the decision‑making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR. At SoftwareOne, 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, colour, 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. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.