解决方案专员（VAR 企业软件销售）（远程，美国）

This is an internal position.
About the role
The Software Solutions Specialist is responsible for driving software sales and recurring revenue growth across strategic OEM partners and enterprise customers. This role specializes in the development, positioning, and execution of software enterprise agreements (EAs), subscription agreements, licensing programs, and software-led solutions from leading technology vendors such as Cisco, VMware, Dell, and other strategic OEMs. The Software Specialist serves as a subject matter expert on software licensing models, enterprise agreements, subscription economics, and vendor programs. The role works closely with account executives, solution architects, OEM partner teams, and customers to identify software opportunities, develop compelling business cases, and successfully navigate complex enterprise software transactions. This position requires a strong understanding of enterprise software licensing, commercial models, vendor programs, and the ability to translate customer business requirements into scalable software solutions.
What you'll be doing
Software Sales & Business Development

• Drive software revenue and gross margin growth across assigned OEM and software portfolios.

• Identify, develop, and close enterprise software opportunities, including enterprise agreements, subscription agreements, renewals, expansions, and software-led transformation initiatives.

• Partner with account executives to identify software opportunities within existing and prospective enterprise accounts.

• Develop account strategies focused on increasing software adoption, recurring revenue, and customer lifetime value.

• Build and maintain a pipeline of software opportunities and accurately forecast bookings, revenue, and margin

• Develop relationships with customer executives, procurement teams, IT leadership, software asset managers, and other key stakeholders.

Enterprise Agreement & Licensing Expertise

• Serve as the organization's subject matter expert for complex software licensing and enterprise agreement programs.

• Lead the development and execution of OEM enterprise agreements from opportunity identification through contract execution.

• Analyze customer software environments, current entitlements, utilization, renewal dates, and future requirements to identify optimization and expansion opportunities.

• Develop licensing strategies that align customer technology roadmaps with vendor programs and commercial commitments.

• Help customers understand the financial and operational benefits of transitioning to subscription and enterprise licensing models.

• Support negotiations involving pricing, term commitments, product mixes, growth provisions, true-ups, renewals, and other commercial considerations.

OEM & Partner Management

• Develop strong relationships with strategic OEM software organizations, including Cisco, VMware, Dell, and other key technology partners.

• Stay current on OEM licensing programs, enterprise agreement structures, incentives, promotions, product roadmaps, and changes to software consumption models.

• Collaborate with OEM account teams to develop joint account strategies and identify enterprise agreement opportunities

• Represent the company in OEM briefings, partner meetings, enablement sessions, and customer-facing engagements.

• Leverage OEM resources and programs to increase competitive differentiation and accelerate software opportunities.

Customer Engagement

• Conduct software-focused business reviews, discovery sessions, licensing assessments, and executive presentations.

• Develop customer-facing proposals, business cases, ROI analyses, and executive-level presentations.

• Translate complex software licensing concepts into clear financial and business outcomes for customers.

• Help customers optimize their software investments while identifying opportunities to expand adoption.

• Establish trusted-advisor relationships with customers around software strategy, licensing, and technology consumption.

Cross-Functional Leadership

• Collaborate with Account Executives, Solution Architects, Sales Engineers, Professional Services, Finance, Operations, Legal, and OEM partner teams to structure and close complex transactions.

• Provide software expertise during account planning and strategic opportunity reviews.

• Support the development of go-to-market strategies and software sales plays.

• Enable sales teams through software licensing training, workshops, playbooks, and ongoing coaching.

• Coordinate internal resources required to successfully execute complex enterprise agreements.

• Partner with business leaders to deliver services that support company objectives and that are consistent with Winning Together values.

• Embrace and support Computacenter’s mission and core values.

What you have

• Legally eligible to work in the United States.

• 5+ years of experience in technology sales, software sales, IT licensing, channel sales, or a related field.

• Demonstrated experience selling enterprise software, subscriptions, enterprise agreements, or complex licensing programs.

• Strong understanding of enterprise software consumption and licensing models.

• Experience working with major technology OEMs such as Cisco, VMware, Dell, Microsoft, HPE, or similar vendors.

• Proven ability to manage complex, multi-stakeholder sales opportunities.

• Strong financial and analytical skills, including the ability to evaluate licensing economics, pricing structures, and business cases.

• Excellent communication, presentation, negotiation, and relationship-building skills.

• Ability to operate effectively in a matrixed organization and influence teams without direct authority.

• Strong understanding of enterprise IT environments and technology procurement processes.

Preferred Qualifications

• Experience directly managing or selling OEM Enterprise Agreements.

• OEM certifications or formal software licensing training.

• Experience with Cisco Enterprise Agreements, VMware subscription/licensing programs, Dell software, or comparable enterprise software programs.

• Experience selling into Fortune 500 or other large enterprise organizations.

• Existing relationships with enterprise IT executives, procurement organizations, or OEM software teams.

• Experience working within a technology reseller, systems integrator, VAR, distributor, or OEM environment.

What you can expect
There’s so much more to enjoy about being at Computacenter than just having a rewarding career. In addition to offering competitive compensation plans and long-term career opportunities, we provide an attractive mix of benefit plans to contribute to your good health, future financial security, and peace of mind.
About us
Computacenter is a leading independent technology partner, trusted by large corporate and public sector organizations. We help our world-renowned customers to source, transform, and manage their IT infrastructure to deliver digital transformation, enabling users and their business. We’re a public company quoted on the London FTSE 250 (CCC.L) and employ over 21,000 people worldwide. In the US, we support some of the country’s best-known businesses with regional hubs in San Francisco and Irvine, CA; Norcross, GA; Plano, TX; and New York City; and Integration Centers in Silicon Valley and Atlanta.
Originally posted on Himalayas