SoftwareOne
Citrix/Omnissa Sales Consultant
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The Role: VMware/Omnissa/Citrix Pre-Sales Consultant
The VMware/Omnissa/Citrix Pre-Sales Consultant will be responsible for driving the pre-sales process by providing expert technical guidance, solution design, and strategic consulting to prospective clients. The ideal candidate will have in-depth knowledge of VMware/Omnissa/Citrix solutions, excellent communication skills, and a proven track record in pre-sales activities. This role requires collaboration with sales teams, customers, and technical teams to ensure the successful positioning of VMware/Omnissa/Citrix.
Scoping and Sizing Opportunities
- Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
- Utilise analytical skills to scope and size licensing opportunities effectively, ensuring alignment with client expectations and organisational capabilities.
Solution Design and Proposal Development
- Leverage deep knowledge of VMware, Omnissa, and Citrix solutions to recommend appropriate technologies tailored to each client's specific needs and objectives.
- Act as a trusted advisor, providing insights and guidance to address client challenges and achieve desired business outcomes.
- Develop a strong understanding of our VMware, Omnissa, and Citrix offerings, associated services, and value propositions, effectively positioning their benefits to clients.
Sales Support and Collaboration
- Provide guidance and support to the sales team throughout the sales cycle, from initial discovery and qualification through to solution design and proposal development.
- Proactively identify opportunities to cross-sell and upsell additional products and services within existing client accounts.
- Partner with the sales team to develop strategies and initiatives that maximise revenue growth and enhance client satisfaction.
Margin Definition and Alignment
- Work closely with the sales team to define pricing strategies, optimising margins and available incentives while maintaining market competitiveness.
- Maintain a thorough understanding of pricing models, vendor incentives, and deal registration programmes to maximise profitability and support business growth.
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Quoting for Strategic and Complex Requests
- Take ownership of developing accurate and competitive quotations for strategic and complex client requirements, demonstrating attention to detail and a thorough understanding of VMware, Omnissa, and Citrix solutions.
- Coordinate with internal stakeholders to ensure proposed solutions are technically feasible, commercially viable, and aligned with client expectations.
- Deliver high-quality proposals that balance customer requirements, commercial objectives, and business profitability.
Job Requirements
Business Problem Solving Through Technology
- Demonstrated ability to analyse complex business challenges and recommend effective technology-driven solutions.
- Proven track record of translating client requirements into actionable strategies that drive business outcomes and improve operational efficiency.
- Strong analytical and problem-solving skills, with the ability to balance technical, commercial, and operational considerations.
VMware / Omnissa / Citrix Expertise
- Strong understanding of VMware, Omnissa, and Citrix technologies, licensing models, and solution offerings.
- Ability to leverage technical expertise to identify, position, and articulate the value of VMware, Omnissa, and Citrix solutions that address specific client requirements and industry trends.
- Maintain current knowledge of emerging technologies, market developments, and vendor initiatives to provide informed guidance to clients and colleagues.
Sales Acumen
- Strong commercial awareness and understanding of consultative sales methodologies, with the ability to identify opportunities, overcome objections, and support successful deal closure.
- Experience collaborating with sales teams to develop tailored solutions, pricing strategies, and proposals that align with client objectives and drive revenue growth.
- Ability to build credibility and trusted relationships with clients, stakeholders, and vendor partners.
- Skilled at identifying cross-sell and upsell opportunities that enhance client value while contributing to business growth.
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Communication and Stakeholder Management
- Excellent verbal and written communication skills, with the ability to present complex technical concepts in a clear and business-focused manner.
- Proven ability to engage and influence stakeholders at all levels, both internally and externally.
- Strong collaboration skills, with experience working across sales, technical, vendor, and operational teams to achieve shared outcomes.
Commercial and Financial Awareness
- Understanding of pricing strategies, vendor incentives, deal registration programmes, and margin optimisation.
- Ability to balance commercial objectives with customer requirements to develop competitive and profitable solutions.
- Strong attention to detail when reviewing commercial proposals, quotations, and licensing opportunities.
Company Description
SoftwareOne is a global provider of software and cloud solutions. With a presence in over 70 countries and more than 12,000 professionals, we help organizations optimize software investments, modernize applications, and unlock the value of cloud, data, and AI.
Our People
Our people are at the core of everything we do. We enable collaboration across borders, continuous learning, and opportunities to grow in a fast-evolving technology landscape. Whether your focus is on technology, customer success, or business operations, your ideas matter, and your contributions make a difference.
Join Us
Join a global team where you can build your skills, work with leading technologies, and make a real impact for our customers.
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