Solution Consultant, Integrated Support Services

About the role

As an Integrated Support Services Solution Consultant, you drive growth of SoftwareOne's Microsoft Integrated Support Services (ISS) portfolio, helping customers modernize how they buy and consume Microsoft support. You are a hunter—generating and pursuing Integrated Support Services opportunities in your territory and representing it to customers and the field. You work closely with field sales and senior ISS consultants to assess customer support needs, align ISS proposals with the customer’s Microsoft agreement lifecycle (particularly EA and CSP renewal moments), and translate support requirements into tailored commercial solutions. This role operates as both an overlay to existing SoftwareOne customers and a driver of net-new Integrated Support Services business, carrying an annual revenue quota for ISS bookings.

SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes—and we intentionally hire people who are curious, hands-on, apply AI, and lead by example as technology evolves.

Responsibilities

• Act as a hunter—proactively prospect, generate, and pursue net-new ISS opportunities across your territory.
• Represent Integrated Support Services in your territory as an advocate and contribute to the region’s ISS go-to-market strategy.
• Own your territory pipeline and results, working with initiative to consistently deliver against sales targets.
• Partner with field sales and clients to assess support requirements, current Microsoft support coverage, and gaps during discovery.
• Position and sell SoftwareOne’s Microsoft Integrated Support Services, articulating its differentiated value to customers.
• Align ISS opportunities to the customer’s Microsoft buying program lifecycle, timing and structuring proposals around EA and CSP renewal events.
• Scope and size opportunities using analytical rigor, aligning client needs with SoftwareOne’s support delivery capabilities.
• Define pricing in collaboration with sales and delivery.
• Partner with senior ISS consultants on larger or more complex pursuits to build experience and accelerate deals.
• Develop and coordinate clear, comprehensive proposals and Statements of Work (SOWs) outlining scope, service levels, and terms.
• Serve as a knowledgeable resource on Microsoft support offerings in client meetings, presentations, and workshops.
• Build and maintain ISS sales collateral including case studies, presentations, and value/TCO comparisons.
• Collaborate with marketing and the broader solution sales organization to create compelling sales enablement materials.
• Support the full sales cycle from business development through deal closure to achieve quarterly and annual sales targets.
• Travel up to 25% as required.

Requirements

• 4+ years of experience in a Microsoft-focused Commercial Executive, Customer Success, Account Manager, Consultant, or equivalent role.
• Demonstrated understanding of Microsoft buying programs, including the Enterprise Agreement (EA) and Cloud Solution Provider (CSP) programs.
• Direct experience working with a customer through their EA or CSP renewal.
• 1+ years of experience selling Microsoft Support or additional Professional Services.
• Ability to generate, qualify, and progress net-new and expansion opportunities within mid-market and enterprise customers.
• Solid consultative selling skills, including customer discovery, needs analysis, and storytelling.
• Experience navigating complex sales cycles involving technical, business, procurement, and finance stakeholders.
• Ability to articulate differentiated value propositions, handle objections, and influence buying decisions.
• Strong negotiation skills, including experience with procurement processes, deal structuring, and closing complex transactions.
• Excellent communication and presentation skills, with the ability to engage both technical and non-technical audiences.
• One or more Microsoft Fundamentals certifications preferred (e.g., Microsoft 365 Fundamentals (MS-900), Azure Fundamentals (AZ-900), or Azure AI Fundamentals (AI-900)).
• Experience selling within a partner/reseller or systems integrator environment preferred.

Success Criteria

• Quota attainment for Integrated Support Services bookings.
• Service-line growth (Integrated Support Services).
• Win-rate improvement.
• Pipeline growth and development.

Organizational Alignment

The Integrated Support Services Solution Consultant reports to the Integrated Support Services Leader and collaborates closely with field sales teams, the broader solution sales organization, sales leadership, and support delivery teams, with guidance from senior ISS consultants.

Benefits

• Generous pay with a bonus structure (quarterly or bi-annual depending on the role).
• Independent environment with empowerment to make decisions.
• Full suite of medical coverage with A+ carriers, dental, and vision, including strong employer contributions and optional voluntary coverage (e.g., pets, identity theft protection, accident & critical illness).
• 401k program with employer matching (50% up to the first 10% of employee contributions).
• Wellness plan with credits to premiums and employer contributions toward savings plans.
• Access to EAP, concierge services, and pre-paid legal at no cost.
• Abundant time off, including paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO).
• Employee stock purchase plan.
• Learning and development opportunities, tuition reimbursement, and more.
• Company-paid parking for Nashville and Milwaukee-based office employees.
• Winning culture with an inclusive environment and global remote-friendly opportunities.

Pay

Target compensation for this role is $130,000 - $150,000 USD (mix of base salary and bonus). Actual offers may vary based on qualifications, experience, education, and work location. Candidates residing in Hawaii are not currently eligible.