Pre-Sales Consultant - Virtualization, IBM & HCL Support

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.

Job Summary

As a Pre-Sales Consultant at SoftwareOne, you will play a pivotal role in enabling sales success by designing and positioning technology solutions that solve complex business challenges. This role requires strong expertise in virtualization technologies across servers, databases, and mainframes, as well as IBM and HCL software support models, with the ability to identify opportunities for cross-selling and upselling across a broad portfolio. 

Preferred location:  United States - Remote

Role & Responsibilities

• Opportunity Scoping & Sizing exclusive to Origina  
• Partner with sales teams and clients to assess requirements, objectives, and constraints. 
• Apply analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities. 
• Solution Design & Proposal Development 
• Leverage deep knowledge of virtualization (server, database, and mainframe) and IBM/HCL support solutions to recommend tailored architectures. 
• Act as a trusted advisor, guiding clients toward optimal solutions that address their challenges and deliver measurable outcomes. 
• Draft clear, detailed Statements of Work (SOWs) outlining deliverables, timelines, and engagement terms. 
• Sales Support & Collaboration 
• Support the sales cycle from discovery through solution design and proposal development. 
• Identify and drive cross-sell and upsell opportunities across SoftwareOne’s portfolio by way of Origina. 
• Collaborate with sales leadership to develop strategies that improve revenue and client satisfaction. 
• Margin Definition & Alignment 
• Work with sales teams to define pricing and margins for proposed solutions, balancing profitability with competitiveness. 
• Maintain awareness of market dynamics and pricing strategies to optimize deal structures. 
• Complex Quoting & Strategic Requests 
• Own the creation of quotes for strategic and complex client requests, ensuring accuracy and competitiveness. 
• Coordinate with internal teams to validate feasibility and alignment with client needs. 
• Solution Collateral Development 
• Create and maintain solution collateral (presentations, case studies, white papers) to support sales efforts. 
• Ensure materials reflect the latest product features, benefits, and success stories. 

Success Criteria

• Margin as sold 
• Growth in IBM, HCL, and virtualization categories 
• Win-rate of registered deals 
• Renewal rate on enterprise/corporate accounts 

Organizational Alignment

• Reports to Director, Presales within the sales organization. 
• Collaborates with field sellers to close deals and delivery teams to ensure margin integrity.

What we offer

• Generous pay with bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:
• • Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
  • Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
  • 401k program with employer matching 50% up to the first 10% of employee’s contributions
  • Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
  • Access to EAP and concierge services
  • Pre-paid legal at no cost
  • Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
  • Employee stock purchase plan
  • Learning and development opportunities galore
  • Tuition reimbursement
  • Specific to Milwaukee-based office employees: company-paid parking 
  • And much more!

• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

As a culture first organization, being together is how we learn and grow. We come together in-person at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.

What you Bring

• Bachelor’s degree in a technology-related field preferred. 
• Minimum 3 years of experience in presales or technical sales within the software industry. 
• Strong understanding of virtualization technologies (server, database, and mainframe) and IBM/HCL software support models. 
• Familiarity with ISV ecosystems and integrated solution design. 
• Ability to operate at both strategic and operational levels. 
• Proven sales competencies: opportunity generation, client needs analysis, relationship building, value proposition delivery, negotiation, and deal closure. 

Target compensation for this role will be $120-180K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location.

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

We are not able to consider candidates residing in the state of Hawaii currently.

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 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.