Presales Specialist

SoftwareONE

As a ServiceNow Presales Specialist, you will play a pivotal role in partnering with our sales team and clients to understand business requirements, accurately scope and size opportunities, and deliver tailored ServiceNow solutions.

• Collaborate closely with the sales team to understand client needs and translate them into customized ServiceNow solutions, including IT Service Management (ITSM), Configuration Management Database (CMDB), Software and Hardware Asset Management (SAM/HAM), Procurement, and Contract Management.
• Provide expert-level support throughout the presales process, ensuring alignment between client expectations and technical capabilities.
• Identify opportunities for cross-selling and upselling within the ServiceNow portfolio to maximize client value and revenue potential.
• Define solution margins in coordination with both sales and delivery teams, ensuring profitability and feasibility.
• Draft clear and detailed Statements of Work (SOWs) that outline deliverables, timelines, and engagement terms.
• Curate and maintain a repository of solution collateral, including presentations, case studies, and technical documentation.
• Actively contribute to the development and landing of opportunities for defined portfolio elements in close cooperation with Account Management.

• Provide technical guidance and support to the sales team throughout the entire 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.
• Apply analytical skills to accurately scope and size opportunities, ensuring alignment with client expectations and organizational capabilities.

• Design tailored solutions that meet client requirements, leveraging your expertise and knowledge of our service offerings. Present these solutions and conduct demos as needed.
• Define profit margins for proposed solutions in coordination with (in-country) pre-sales and delivery teams, ensuring both profitability and client satisfaction.
• Draft clear and comprehensive Statements of Work (SOWs) in collaboration with pre-sales, outlining project deliverables, timelines, and engagement terms.

• Maintain up-to-date knowledge of the Technology Workflows product suite and effectively communicate the ServiceNow roadmap to customers.
• Collaborate cross-functionally with product management, delivery, and marketing to ensure consistent messaging, solution accuracy, and enablement.
• Establish and maintain a repository of solution collateral, including case studies, white papers, presentations, and other relevant materials.
• Work with marketing teams to develop compelling sales collateral and presentations to support the sales process.

• Stay informed on industry trends, competitor offerings, and emerging technologies to provide valuable insights and enhance our solution portfolio.

• Strong presentation, communication, organizational, multitasking, and time management skills.
• Solid understanding of sales processes and techniques, with the ability to contribute effectively from late-stage opportunity qualification to closing.
• Proven ability to collaborate with sales teams, offering technical expertise to drive revenue growth and client acquisition.
• Ability to position multiple ServiceNow offerings as a unified solution to address customer business challenges.
• Experience in selling Managed Services, with the ability to cross-sell value-added services and up-sell across multiple add-on tiers.
• Strong problem-solving and consultative skills.
• Ability to independently lead meetings with engineering, management, or executive-level customer stakeholders.
• Comprehensive understanding of industry trends and market dynamics within the relevant technology services sector.
• Ability to stay current on ServiceNow and competitive technologies, offering insights and recommendations to strengthen our competitive positioning.
• Commitment to maintaining sales and technical certifications in your area of expertise, and to continuous professional development through workshops, publications, and networking.
• Ability to manage and report on regional sales pipelines and project statuses.
• Proficient knowledge of SoftwareOne services, solutions, and products.
• Willingness to travel as required.