Director, Solution Consultant – DACH Region

Snow’s mission is to provide complete insight and manageability across all technology.  Snow delivers a unique platform that brings visibility and control across on-premises and the cloud. In doing so we enable our customers to gain complete visibility, optimize cost & efficiency, reduce risk & compliance and improve their products and services. We’re unique because we provide:

• The only crowd sourced, cloud-based normalization service. That gives our customers a single pane of glass into their use of technology and all entitlements
• An automation engine that enables organizational efficiency and accelerates digital transformation.
• Analytics across the complete technology landscape covering Software, Hardware, Cloud Apps and Cloud Infrastructure.

Snow has built the most complete platform for technology insights and manageability across on-premises and cloud environments.  We have been as recognized leader by Gartner in Software Asset Management during the last two years.

Headquartered in Stockholm, Sweden we are a team of 700 employees with offices around the globe including the United States, Mexico, the United Kingdom, Australia and Singapore. We are supported by a network of over 160 partners and have over 5000 customers spanning more than 60 countries worldwide. To sustain our explosive growth, we are looking for the brightest, and most highly skilled leaders who have relish challenge from product, geography and business growth. Now is the right time to join Snow.

Reporting to the Global VP of Solution Consulting and part of the Solution Consulting Leadership team, you will manage teams of technical and business solution consultants. The Solution Consultants work with customers and prospects in numerous industries and buying centers and support Snow’s mission to provide our customers complete insight and manageability across all technology. You understand all Technology areas to a good degree and will be able to understand the key value points around each of the Snow solution areas to our prospects and customers. Part of your role is to partner with the sales leaders and sales team to provide resourcing, prioritization and advice. In addition, you will manage the hiring, development and performance of your team members and work with other functions within Snow to drive improvements in our engagements with customers and partners. Finally, you will be an active member of the global SC leadership team which includes taking on projects that drive Snow forward as a whole.  You proactively lead with best practices and look at ways of improving the domain knowledge. You are based in DACH region and can work across the DACH region. The ideal candidate would be located in Germany but would cover the DACH region and other European countries (as required).

• Continue to build and develop the DACH Solution Consulting team, with a focus on retaining our top talent and attracting new talent.
• Manage a team of 6-10 Solution Consultants some of whom work remotely
• Assess current Pre-Sales strategy, methodologies, and team structure and propose/implement necessary adjustments to optimize performance
• Develop key metrics to measure Pre-Sales performance and create compensation plans that optimize the team.
• Roll up sleeves and actively participate in selling
• Create processes to assist Sales in managing RFI/RFPs and discovery
• Own the Prove Value phase of selling, including how you and the team deliver successful proof of concepts
• Provide current and relevant subject matter expertise regarding all Snow technology areas
• Work closely with customers to reinforce the solution value proposition and to provide them a high-level understanding of implementation
• Communicate with the product team regarding any issues or feature requests that are impacting prospects and existing customers
• Ensure that the appropriate handoff occurs to the Customer Success Team when a prospect becomes a customer
• Partner with Marketing on developing pertinent white papers
• Regularly travel to customer sites to support our Sales team with pitches.
• Desirable 5+ years' Pre-sales experience
• 3+ years' experience in Pre-sales Leadership roles
• An undergraduate degree in business, computer science or related discipline is required.
• Able to travel (2-3 days per week) in DACH region for customer and partner meetings
• Proven understanding of value-selling, strong sales orientation; knowledge of MEDDPICC und “Command of the Message” is advantage
• Proven track record of technical and solution selling into both new accounts and existing accounts
• Business knowledge of ITIL/ITAM
• Analytical approach to sales and decision-making processes.
• Proven track record as a consistent top performing technical sales leader.
• Strong presentation skills to technical and business audiences.
• Understanding of:
  • Software Asset Management tools
  • At least one or more vendor license rules: Microsoft, IBM, SAP, Oracle, VMware, Adobe
  • Licensing terminology such as CORE/CPU/USER/DEVICE/VIRTUALIZATION
  • Cloud Technologies provided as SaaS and/or IaaS
• Fluent in both written and spoken English (corporate language) and German as territory local language
• You are a flexible problem-solver with positive Can-Do attitude towards customers, partners and teammates.
• You focus on quality and are reliable, presentable and self-motivated.
• You act confidently in fast and constantly changing environment and are able to adapt and re-prioritize.
• High level of self-organization and self-management are your strengths.
• You are team worker – sharing, coaching, building relationships with colleagues is one of your priorities.
• You are technology enthusiast with curious growth mind-set, who proactively seek new ways of development and learning.

If you are the right person this is the chance to accelerate your career and succeed in an environment where you will have the possibility to make a daily impact. Everyday you’ll get to work alongside helpful and down to earth colleagues who are dedicated and ambitious. Together we create an innovative environment that drives Snow forward. You will work for a market leader in Software Asset and Technology Management and will be reporting to the Manager Presales for Continental Europe. We will offer you exciting and developing assignments and you’ll get to be a part of a fantastic journey within a dynamic high-growth business.

We look forward to your application.