Multivendor Business Development - Dynatrace/Veeam/Commvault/ServiceNow
Job details
SoftwareOne is seeking seasoned profession to champion a specific portfolio of high-growth software publishers across the Middle East & Africa (MEA) region. In this pivotal role focusing on Security, Observability, Cloud, Data, and ITSM solutions.
You will be responsible for driving net-new customer acquisition and expansion across a diversified portfolio of vendors (Cybersecurity, Observability, ITSM, Cloud, or Digital Transformation portfolios).
This role is focused on hunting, landing, and expanding within new and current accounts, positioning outcome-based solutions, and building long-term customer value across
You will be responsible for driving net-new customer acquisition and expansion, positioning outcome-based solutions, and building long-term customer value across a predefined list of Vendors that support the Growth strategy for SoftwareOne MEA. You will serve as the bridge between vendor partners, internal sales teams, and customers, utilizing data intelligence to drive market penetration and revenue growth.
Key Responsibilities
Drive strategic growth through hunting, acquisition, and cross-sell across cloud, security, data, and digital transformation.
Use data, install-base insights, and market intelligence to identify white space, target high-propensity accounts, and build a qualified pipeline.
Execute MEA growth strategies by translating priorities into measurable pipeline and revenue outcomes.
Position vendor-agnostic, outcome-based solutions in collaboration with solution architecture and presales; ensure technical validation and effective POCs.
Orchestrate multi-vendor stakeholders to maximize deal velocity and value.
Act as SPOC for assigned software publishers, maintaining trusted executive relationships.
Lead QBRs, align on GTM strategy, targets, MDF, and leverage vendor incentives, rebates, and funding programs.
Evangelize portfolio internally to enable broader sales teams.
Maintain strong CRM hygiene, forecasting accuracy, deal governance, pricing, approvals, and regular activity/revenue reporting.
Success Measures
Net-new revenue growth, gross margin expansion, and new customer acquisition.
Multi-vendor pipeline coverage, conversion rates, and cross-vendor deal penetration.
Forecast accuracy and governance compliance.
Achievement of vendor KPIs.
