EXPRESSION OF INTEREST: Business Development Executive - Application & Cloud Services

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Expression of Interest: Are you interested in a future career at SoftwareOne Australia? Apply to let us know and we'll consider your application when a vacancy opens up.

A Business Development Executive - Application & Cloud Services (Location: Open to Sydney, Brisbane, Melbourne and Perth where we have offices) is a solutioning expert against customer problems/ business needs. The BDE is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation
by aligning our solutions. Good technical understanding and the ability to transform our customers' challenges into commercial solutions.

The BDE identifies, develops, and lands opportunities for defined portfolio elements in cooperation with Account Management. The BDE’s focus is new business with both new and existing customers.

For existing customers, the Sales cycle is started by the Account Management. New customers must be hunted by the BDE, but BDE’s always work in a team with the AM.

Role and Responsibilities

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s)
• Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing for new customers. For existing customers, Sales Cycle is started by Account Manager
• Work with Account Managers to ensure that the overall account strategy and goals will be followed and achieved
• Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects
• Work with Pre-Sales Consultant / Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers
• Owns the proposal and Statement of Work (SoW) overall and engages pre-sales consultant for more complex content related to the specific practice
• Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation

• Full-Time Work Rights in Australia
• Ability to work in Sydney, Brisbane, Melbourne or Perth (hybrid workstyle: twice-a-week work at office)
• Relevant work experience in Australia

Functional Skills

Business Development-Advanced
Improves organization's market positions and revenue growth through identifying and acquiring new clients and business opportunities.

Value based Selling-Advanced
Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence
and credibility in front of the customer.

Sales Methodology-Advanced
Implements the organisation's philosophy or framework of selling services and solutions to customers.  Understands how to approach each phase of the sales process.

Cross-Selling-Advanced
Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.

Sales Platforms-Advanced
Processes daily sales tasks using the SWO’s CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings.

Upselling-Advanced
Encourages the purchase of a comparable higher-end version of what the customer intended to purchase.

Sales Prospecting & Qualification-Advanced
Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.

Portfolio Knowledge - Subject Matter Expertise

Application Services-Expert
Application modernization refers to the changing of application architecture and source code to better
leverage cloud platforms and native services to improve existing applications and reduce costs and legacy
inefficacies. Put another way – making the cloud the real cloud. SoftwareONE Application Services provides a
custom roadmap and curated team of experts to build and modernize cloud applications.

Selling Application services or complex IT projects-Expert
Can translate offering portfolio into valuable services aligned with the customer outcomes. Understands the
lifecycle of application services opportunities to optimise timing of sales actions. Works effectively with
multiple stakeholders and partnerships where relevant.

Application development & Application Modernization Knowledge-Advanced
Understands modern cloud based application development. Has a working knowledge of programming
languages (C#, Java, JavaScript Python) Microservices, Container technology, DevSecOps, Frameworks like
f.e. Angular, AngularJS, react.js, React Native, Node.js, Web Application Frameworks like: ASP.Net MVC, PHP, Spring, Agile Software Development, Software Architecture knowledge, Software estimation Techniques and (Agile) Project management. Has worked on application migrations in the past and has knowledge of the
main client server technologies, Databases etc. Understands the key challenges and risk involved in large and
medium sized application migration and greenfield projects.

Experience in building commercials for customers-Expert
Can build innovative commercial constructs while having a solid understanding of competitor rates and win
price. Demonstrates a solid understanding of general business strategies, the concerns and challenges of
leaders, customer acquisition and retention, and the financial metrics that matter to executives.

Funnel of opportunities-Expert
Manages a funnel of opportunities to meet or exceed his sales target including managing pipeline on various
horizons, investing in long-term big bets and building a good mix of leads in pipeline to increase
predictability of sales closed.

Cloud Services-Advanced
The Cloud Services practice advises, migrates and operates infrastructures and platform services in public
cloud structures as a "Center of Excellence". It is relying on strategic cloud providers Amazon Web Services
(AWS), Microsoft Azure and Google Cloud Platform (GCP). The "AMG" platform services are enriched by
industry-specific third-party tools.

Hyper automation knowledge-Skilled
Has a working knowledge of no-code and low code platforms, RPA tools, sophisticated content ingestion
(cognitive services, OCR, NLU) process discovery or task mining tools, virtual assistants, chatbots, etc.

Experience in selling with hyperscalers-Skilled
Understands differentiators of the major hyperscaler platforms available to customers for application migration or greenfield application development, including GCP, AWS & Azure. Could be certified in the hyperscaler platforms.

Networked in the hyperscale’s ecosystem-Skilled
Builds strong network with Microsoft, AWS & Google to increase his/her visibility on market opportunities
and uncover leads early. Takes a relationship-focused approach to each deal as an effective strategy for driving revenue.

Portfolio Knowledge – Cross Matter Expertise

IT Asset Management & Digital Supply Chain-Skilled
IT Asset Management is a set of business practices that incorporates IT assets across the business units within the organization. It joins the financial, inventory, contractual and risk management responsibilities to
manage the overall life cycle of these assets including tactical and strategic decision making. DSC portfolio consists of a set of modules, each with their unique business outcomes for our customers, that address the various aspects of the Software Lifecycle, from product categorization to request and demand management, sourcing and procurement execution, through to ongoing renewal management and optimization.

Digital Workplace-Skilled
Digital Workplace Services deliver deep technical and licensing knowledge based on long-standing relationships with the world's leading software publishers – including Microsoft and Google - to create workplace solutions that work.

FinOps-Skilled
FinOps ensures customers get the most value out of every dollar they spend in the Cloud and at its core, it is a cultural practice. It is not only about saving money. It is an evolving cloud financial management discipline and cultural practice that enables organizations to get maximum business value by helping engineering, finance, technology and business teams to collaborate on data-driven spending decisions.

Software & Cloud-Skilled
Understands Software Licensing and can evaluate software contract spend and utilization in a given organization in order to optimize spending patterns, technology usage, and implementation strategies. Basic understanding all vendor related incentive and funding programs.

SAP Services-Awareness
The SAP Technology Services Practice focuses on "lifting and shifting" SAP applications to the Azure and AWS Hyperscaler Cloud by ensuring the technical transition of customers' business-critical SAP landscape to the public cloud. We also support customers through consulting, migration, implementation, conversion and managed platform services.

Foundational Skills

Negotiation-Advanced
Ability to overcome or minimize barriers and address needs and preferences of key decision makers, using assertive tactics when appropriate and has the ability to achieve a win-win outcome for SWO and the customer.

Building Relationships-Advanced
Creates relationships with immediate team and across the organization characterized by a high level of acceptance, cooperation, and mutual respect. Forms relationships outside of the organization that supports individual growth and/or business success

Customer & Market Orientation-Advanced
Understands customers' strategic business objectives, how their decisions are made, their positions in the market, their opportunities and their challenges and has a clear understanding of existing and emerging
market and industry needs.

Financially Savvy-Advanced
Adept at budgeting, financial forecasting, cost management, analysis, and reporting for specific business unit / function.

Foundational Skills – SWOmies
Derives skills from the mission, vision, values and organizational strategy

Customer Excellence-Advanced
We consistently exceed expectations through great discipline, empathy and respect, ensuring a best in class customer experience.

Talent Developer (Leadership Skills)-Advanced
Develops people over the long term. Provides feedback and empowers the team to succeed. Skillfully coaches, develops, and mentors employees to maximize their potential, breaks down silos and encourages
employees to work cross functionally and with adjacent teams. Is a talent magnet, attracting, developing and retaining high-performers capable of working together on impactful projects. Takes a proactive role in
upskilling and reskilling talent systematically across the business.

Big Picture Focused (Leadership Skills)-Advanced
Centres on larger and long-term issues, while connecting details to the big picture and creates appropriate plans and strategies to solve them. Understands & communicates how one’s role fits and influences the
larger organization and can describe that for their teams. Clearly sees how SoftwareOne fits into the global marketplace. Can flexibly take multiple perspectives on an issue, both at a company-wide level and within specific departments and teams.

Communicates with Impact (Leadership Skills)-Advanced
Communicates skillfully, efficiently and effectively. Has excellent verbal skills and is able to convey compelling ideas, vision and messages to people across the organization (e.g. customers, employees, stakeholders). Is able to increase employees and customers faith and enthusiasm for SoftwareOne, while communicating with empathy and emotional connection. Builds trust to drive action.

Adaptability (Leadership Skills)-Advanced
Successfully converts different situations into new opportunities for SoftwareOne, embraces, leads and aligns others around change. Sees opportunities in every situation and responds appropriately to the emotional signals of others and effectively addresses resistance. Builds flexibility into the processes they build and manages ambiguity. Acts decisively without always having the full picture or certainty.

Influences Others (Leadership Skills)-Advanced
Successfully influences the actions of others, convincing people of the ‘why’ as well as sharing the ‘what’ and the ‘how’. Effectively communicates and gains buy in for one’s vision, showing clearly how the vision aligns to our business priorities. Has the charisma to get people to follow one’s ideas and plans, even others over whom they have no authority. Creates partnerships across boundaries and compromises appropriately for results rather than ‘giving in’.

Impact Driven-Advanced
We are committed to achieving exceptional outcomes by working with speed, passion and discipline. We take the initiative and constantly raise the bar of sustainable high performance and employee happiness.

Maximizes Results (Leadership Skills)-Advanced
Focuses attentively on generating tangible results that drive top business performance, pushing to meet or exceed goals and personally improves performance. Continually drives measurable impact on team/business
line results and, at higher levels, changes what SWO does, creating greater outcomes for the business.

Transformation Agility-Advanced
We apply a growth mindset supported by constant learning and innovation. We successfully navigate complexity and perpetual change by addressing new challenges with deliberate positive action.

Proficiency levels

Awareness

A general understanding of the capability/skill, but due to minimal practical experience, requires extensive guidance and supervision.

Skilled

Practical working experience in this area, allowing it to be applied in basic routine situations with minimal guidance or supervision.

Advanced

Extensive experience and knowledge in this area, applying it independently to new and
complex situations. Can provide guidance to others.

Expert

Exceptional technical know-how, responsible for setting organizational strategy in this area. Seen as a thought leader in this space, reviewing external/industry trends and applying this best practice in the organization.

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 E-Mail schreiben.   

Please include the role for which you are applying and your country location. Someone from our organization 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, 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.  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.