Solution Principal - West

Job Summary

This consultative role leverages broad solution knowledge to identify opportunities aligned to the customers' business objectives while maximizing services revenue in their assigned region. The Solution Principal leads Solution Sales deal execution, assembles and guides teams pursuing opportunities, and contributes to territory and account strategy. This is a sales quota-based position, critical in qualifying deals, supporting territory planning, and collaborating across teams to drive increased 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 - and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve.

CANDIDATES NEED TO BE LOCATED IN MST OR PST.

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, heavily involved in Services deal identification, qualification and territory planning.
• As the lead regional resource, identify, develop, and prioritize services opportunities to maximize revenue, deliver customer impact, and overachieve regional services sales quota – avoiding costly or unreasonable pursuits.
• Ensure deals are qualified for Solution Sales to deliver sales best practice; including: discovery processes, consultative value propositions, execute pre call plans, run 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 associated value, working independently, or in collaboration 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.
• Orchestrate and participate in customer-facing events, ensuring SoftwareOne differentiation is reinforced and transitions are smooth.
• Understand level of effort estimates and engage in strategic conversations to craft winning deal strategies.
• Participate in regional QBRs and directly engage in all regional deals exceeding $50K in services revenue for 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 of assigned sales market.