Solution Advisor - Information Management

Posted 16 day

Sales presales Solution Selling Advisor IT Sales Presales
Information Technology
Information Technology and Services, Information Services



Sales/Advice (Publisher or theme)

  • Executing all necessary actions in order to deliver an overview of the current and desired situation for the customer based on a strategic theme or publisher. 
  • Create a business case for the customer.
  • Covering our strategic renewal business, upsell, cross-sell, or cost improvement.


  • Create or qualify all opportunities together with the customer onside.
  • Help our customers transforming and innovate their IT environment based on our strategic themes and/or publishers.
  • All levels, IT Management / DMU.
  • Partner with a customer.

Portfolio development (Theme)

  • Initiate new opportunities based on our current portfolio or add new technology/publishers to our portfolios to stay relevant for our customers.
  • Advise management in a proactive way about publisher solutions, services, and technical/strategic innovations.
  • In collaboration with the Solution, Specialist qualify leads and mapping them to our own managed services.
  • Strategic mindset, anticipating market changes, and customer needs.

Sales Support

  • Qualify opportunities (theme or publisher).
  • Create an advice/business case.
  • Present the business case to the customers.
  • Close the opportunities.
  • First line of contact for theme’s or publisher related questions.
  • Renewal support.
  • Rating Co-sell campaigns.

Publisher Management

  • Actively build and cover the relationship with our strategic publisher on all levels.
  • Build a strategic business plan including KPI's per publisher.
  • Create new opportunities based on their portfolio.
  • Maintain and improve our current partner status.
  • Cover all necessary certifications/exams.
  • Marketing in cooperation with our Marketing department.
  • Initiate Business development
  • Liaison between publisher, product management, and technical services lead to add their solution to our strategic services.

Knowledge sharing/covering

  • Inform the organization about our strategic themes and publishers.
  • Train the organization to spot and qualify the PDI business.
  • Interviewing applicants.
  • Contribute to the development of the employees in the team as well as within the organization about PDI knowledge.
  • Encourage people to take their own responsibility and act when needed as well as addressing colleagues when necessary.


  • Guide less experienced employees as a mentor.
  • Transfer knowledge.
  • Train employees PDI and Sales.
  • Help Teamleader to create and execute a strategic business plan.


  • 4+ years of experience with IT.
  • Good knowledge of the applicable specialism and fully aware of the current and future business goals in the market.
  • Broad knowledge of and competencies to work out an end-to-end solution in a commercial way based upon the goals of the customer.
  • Ability to present the unique proposition commercially and in substance to the customer.
  • Valuable partner for the higher management and decision-makers.
  • Ability to advise and negotiate on a strategic level.
  • Fully informed about current development within the applicable specialism.
  • Having a relevant network with technology vendors and distributors thus having access to best practices and expertise.
  • Theme’s knowledge.
  • Publisher knowledge, functionalities, licenses, contracts, and solutions.
  • Face to face customer experience on DMU level.

Soft Skills:

  • Solution Sales Relation Management Skills.
  • Excellent Presentation Skills.
  • Social skills, relation management.
  • Business outcome knowledge.
  • Able to talk at business/DMU level.
  • Management skills.
  • Coaching skills.