Solution Principal

Overview SoftwareOne and Crayon have formed a global, AI-powered software and cloud solutions provider with a focus on people, growth, and client impact. We operate in over 70 countries with 13,000+ professionals and offer opportunities for career development, cross-border collaboration, and ongoing learning and development programs. The Role Job Summary This consultative role uses broad solution knowledge to identify opportunities aligned to customers’ business objectives while maximizing services revenue in the assigned region. The Solution Principal leads Solution Sales deal execution, guides teams pursuing opportunities, and contributes to territory and account strategy. This is a quota-based sales role focused on qualifying deals, supporting territory planning, and collaborating across teams to drive services revenue and customer impact. The Solution Principal serves as the single point of contact for regional sales leaders and their team of Account Managers. SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes. We hire people who are curious, hands-on, and who apply AI to lead by example as technology evolves. Role & Responsibilities Ability to travel up to 30-35% Serve as the consultative sales principal for the Regional Sales Leaders and their team of account managers, involved in services deal identification, qualification, and territory planning. Identify, develop, and prioritize services opportunities to maximize revenue, deliver customer impact, and overachieve regional services sales quota. Ensure deals are qualified for Solution Sales, including discovery processes, value propositions, pre-call plans, key deal events, and post-demo debriefs. Collaborate with Account Executives and Sales Leaders to define and execute account and deal strategy for SoftwareOne portfolio of services. Develop creative, value-based presentations for customer discovery calls to uncover key business objectives and value, independently or with Solutions Sales or Account Managers. Assemble and coordinate Solution Sales teams with Practice Leads to determine resources best suited to win opportunities. Facilitate bi-directional communication, sharing best practices, competitive intelligence, and new approaches with the regional team and Practice Leaders. Coordinate customer-facing events to reinforce SoftwareOne differentiation and ensure smooth transitions. Understand level of effort estimates and engage in strategic conversations to craft winning deal strategies. Participate in regional QBRs and engage in all regional deals exceeding $50K in services revenue for the Corporate segment or $100K for Enterprise. Share knowledge with other Solution Principals and Practice Leads, providing real-time coaching and feedback. Accurately forecast services revenue for the assigned sales market. What we need to see from you What you offer Demonstrated experience using AI in a practical, applied way (improving workflows, automating tasks, enabling better decision-making, or increasing impact). This does not require deep technical AI expertise; a mindset of curiosity and continuous learning is valued. Proven success in IT Solutions Integration and Cloud Services sales. Knowledge of IT Asset Management, ServiceNow, or Flexera. Accountability and momentum to achieve customer impact and revenue goals with activity and progress in CRM pipeline and weekly forecast. Strategic thinker with a growth mindset and excellent customer selling skills. Strong in technical deal strategy and competitive positioning. Ability to develop creative, value-based technical solution presentations tailored to customer needs and impact. Ability to understand and position new solution capabilities and industry trends. Ability to manage multiple simultaneous sales opportunities. Ability to provide candid, real-time coaching and deal strategy adjustments. The preceding job profile is designed to indicate the general nature and level of work performed. It is not a comprehensive inventory of all duties, responsibilities, and qualifications. Additional duties may be assigned and may change at any time. Success Criteria Achievement of regional services revenue targets. Achievement of regional customer impact targets. Expansion of service lines and services revenue across the territory. Evidence of increased efficacy and skill development across the account team. Organizational Alignment Reports to: VP, Solution Sales Collaborates with: Account Managers, Solution Sales Consultants, Solution Architects, Product Passion team, and other Solution Principals. Shares a common goal and vision for the success of the Sales and Solution Sales organization. What we offer Generous pay with bonus structure (quarterly or bi-annual depending on the role). Independent environment with decision-making empowerment. Benefits package including full medical coverage, dental, vision, 401k with employer matching, wellness plan, EAP and legal resources, generous time off, and employee stock purchase plan. Learning and development opportunities, tuition reimbursement, and more. Specific to Nashville and Milwaukee-based office employees: company-paid parking. A remote-friendly organization with colleagues who work remotely, either part or full-time. Target compensation for this role will be $220k - $250K USD (base plus bonus). Offers may be higher or lower based on qualifications, experience, education, and work location. We are not able to consider candidates residing in the state of Hawaii at this time. Job Function Sales Accommodations SoftwareOne welcomes applicants from all backgrounds and abilities. If you require reasonable adjustments during the recruitment process, please contact us. Please include the role you are applying for and your country location. We will discuss your needs and make every effort to accommodate you. Any information shared will be stored securely and treated in confidence in line with GDPR. SoftwareOne is committed to equal employment opportunities regardless of 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 law. We also encourage experienced individuals returning to work to explore our SOAR program. #J-18808-Ljbffr SoftwareONE Deutschland GmbH