Business Development Executive - Digital Workplace

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The role A BDE 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

What we need to see from you Existing full-time work rights in Australia Ability to commute to our office/visit clients either in Sydney or Melbourne . Min. 5 yrs of relevant 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.
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.
Experience in selling hyperscaler's-Skilled Understands differentiators of the major hyperscale platforms available to customers to run SAP, including GCP, AWS & Azure. Could be certified in the hyperscale platforms.
Networked in the SAP ecosystem-Skilled Builds strong network in the SAP ecosystem 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.
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.
Sales Prospecting & Qualification-Skilled 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 Digital Workplace-Advanced 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.
Understating of Modern Workplace business value add-ons:
Unified Communications Security Adoption and Change Management BackupSimple Cost Control (FinOps for Productivity) Is able to position multiple offerings from Modern Workplace portfolio to customer as a combined solution to customer's business problems. Is able to land 365Simple, and cross-sell business value add-ons and can upsell to multiple attached add-ons within add-on tiers.
Portfolio Knowledge – Cross Matter Expertise Application Services-Advanced 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.
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.
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.
Cloud Services-Skilled 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. 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-Skilled We consistently exceed expectations through great discipline, empathy and respect, ensuring a best in class customer experience.
Impact Driven-Skilled 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.
Transformation Agility-Awareness 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.
Adaptability-Skilled In order to successfully achieve your work goals while interacting with others, you understand the need to first focus on your own mindset, skills and behaviors in order to stay relevant. You are both approachable and accountable when working with others inside and outside the company. You are also flexible and adaptable while doing your job. You embody our values, intrinsically modeling them to all around you. You invest in increasing insights on your strengths and development areas, seek feedback and always have a development plan in progress. You are constantly 'work in progress'.
Maximizes Results-Advanced You focus relentlessly on the quality of what you do and work to make our systems better and more efficient to maximize results. You embody the notion that "how" we do something is as important as "what" we achieve. You push to meet or exceed goals, holding yourself to account and personally improve performance.
Communicate with Impact-Skilled You work collaboratively and communicate powerfully with others towards the successful execution of team goals that are fully aligned to organisational outcomes. You influence others to gain support and commitment and drive collaboration for best results. You positively support and advocate our culture and values, bringing them to life with colleagues and customers.
Big Picture Focused-Skilled You execute your job knowing exactly how it helps move SoftwareONE towards its goals via the strategic drivers. You fully understand your role in your team and within SoftwareONE. You always anticipate what is potentially going to happen and embrace opportunities to bring plans into reality. You see both the big picture and the details and never freeze in the face of adversity and risk.
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

Job Function
Field Sales
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