Customer Solutions Lead

Why you’ll love Softchoice:
We are 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. That means moving them to the cloud, helping them build the workplace of tomorrow, and enabling them to make smarter decisions about their technology. By doing these things we help them create success for their customers and their people.

We stand proudly for our people and support their success through career development and advancement. We are recognized and respected for our culture of inclusion and belonging, continuously striving to do what’s good for our people and communities.

The impact you will have:

Helping our customers achieve their goals through solutions and services.

The Customer Solution Sales for Canada Commercial Ontario is accountable for the customer services sales strategy on select high-growth accounts and supporting district growth. We are thought leaders, champions of customer outcomes, and evangelists of our Softchoice strategy.

As a Customer Solutions Lead for Ontario Commercial, you will help customers reduce their spending, optimize their technology, and innovate business through our Professional, Managed, and Agility services focused on:

• Business Consulting
• AI Data and Applications
• Collaboration and Productivity
• Modern Infrastructure
• Security

What you'll do:

Consultative Selling

• 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.

Account Management

• 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 CAEs and DSLs, 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.

Value Proposition

• 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.
• Proficiency in explaining the value of Cloud solutions for infrastructure, applications, and data, as well as the Modern Workplace and Advanced Workplace Services.
• Effectively communicate new solutions' vision, benefits, and value to customers, acting as a change champion.

Managed Services

• Lead multi-threaded Managed Services solutions, including Cloud and Workplace, to address business challenges.
• Work with customers to create roadmaps that map our Managed Services capabilities to business outcomes.

Collaboration

• 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.
• Actively contribute to the Solution Sales community by sharing best practices and what's working.
• Act as a trusted advisor by maintaining regular communication with customers and partners.

What You'll Bring to the Table:

Technical Solutions Fundamentals

• Comprehensive knowledge of our Reduce and Optimize Services for Cloud and Workplace.
• Foundational understanding of our 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.

Cloud and Workplace Proficiency

• Foundational understanding of Cloud and Workplace solutions, including Azure, AWS, Google Cloud, and Microsoft 365.
• Proficiency in explaining the value of Cloud solutions for AI, infrastructure, applications, and data, as well as the Modern Workplace and Advanced Workplace Services.

Professional and Managed Services Sales

• Proven track record in developing and driving sales for Professional and Managed Services solutions.
• Ability to create, maintain, and execute a Market Attack Plan and contribute actively to the services growth strategy.
• Expertise in collaborating with customers to develop comprehensive roadmaps that align our Professional Services and Cloud capabilities with business outcomes.

Relationship Management

• Demonstrated ability to manage relationships at all organizational levels and mobilize stakeholders to execute and meet key deliverables.
• Skilled in working with diverse personality types and establishing relationships with CAEs and DSL.
• Proven ability to build meaningful relationships with customers and partners, regularly establishing direct access to key decision-makers.
• Ability to sell outcomes versus solutions and guide customers through the complexities of business challenges.

Analytical and Strategic Thinking

• Creative and analytical thinker with a strong customer service orientation and excellent decision-making skills.
• Champion of ROI, with the ability to effectively articulate and present Softchoice’s value proposition to customers and partners.
• Thorough understanding of where each CSL-owned opportunity is in the sales cycle and the probability of deal progression and win.
• Ability to own forecasting and collaborate with CAEs and DSL to review anomalies for forecasting.

Sales Experience

• 10+ years of experience selling technical solutions within a sales or Pre-Sales role focused on the Commercial/Enterprise segment.
• Competent in owning and managing forecasting processes and collaborating with CAEs and DSL to review anomalies.
• Ability to review the accuracy of non-CSL-owned opportunities to ensure the validity of Services forecasting.
• Ability to travel up to 50% of the time.

Presentation and Communication

• 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 our ROI, capable of creating and presenting business value, TCO, ROI, etc.
• Ability to review and coach presentations by others (Account Executives, Solution Architects, etc.) to customers to ensure alignment to sales strategy and use of consultative selling.

Leadership and Mentorship

• 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.
• Proficient at providing constructive feedback based on experience.

Not sure if you qualify? Think about applying anyway:
We understand that not everyone brings 100% of the skills and experience for the role.

At Softchoice, we offer opportunities to a diverse group including those with a variety of workplace experiences and backgrounds. Whether you are new to corporate tech, returning to work after a gap in employment, or looking to transition and take the next step in your career, we are excited to learn more about you and encourage you to apply.

Why You’ll Love Working Here:

• The People: You’ll thrive in our collaborative environment, surrounded by incredible colleagues who foster support and innovation, driving our collective success
• High-Performing Culture: At Softchoice, we are dedicated to achieving our goals and committed to success for our customers and each other
• Flexibility: Plan your workdays in a way that suits you best
• Award-Winning Workplace: Proudly recognized as a Great Place to Work for 19 consecutive years
• Inclusive Culture: We are committed to an inclusive culture where every team member can be their authentic self
• Competitive Benefits: Benefit from competitive perks that start on day one

Inclusion & Equal opportunity employment:
We are an equal opportunity employer committed to diversity, inclusion & belonging. People seeking employment at Softchoice are considered without regard to any protected category including but not limited to, race, color, religion, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity, or sexual orientation.

Require accommodation? We are ready to help:
We are proud to provide interview & employment accommodation during the recruitment and hiring process. If you require any accommodation to apply or interview for a position, please reach out directly to asktalentacquisition@softchoice.com. We are committed to working with you to best meet your needs.

Our commitment to your experience:
We are committed to the safety of all applicants and team members. With that in mind, we have implemented digital interviewing for everyone. We understand that you may need to interview with distractions around you (such as children or furry friends) and we will be doing the same.

Before you start with us, we will conduct a criminal record check, verify your education, and check your references.

When you join Softchoice, we will onboard you remotely. Don't worry. It's quick, simple and you'll be connected with your new team in no time.

Job Requisition ID: 6343
EoE/M/F/Vet/Disability

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