Solution Principal

About the Role

This consultative role leverages broad solution knowledge to identify opportunities aligned to customers' business objectives while maximizing services revenue in their assigned region. The Solution Principal leads Solution Sales deal execution, assembles and guides teams pursuing opportunities, and contributes to territory and account strategy. This is a sales quota-based position, critical in qualifying deals, supporting territory planning, and collaborating across teams to drive increased services revenue and customer impact. The Solution Principal serves as the single point of contact for regional sales leaders and their team of Account Managers.

Candidates need to be located in MST or PST. SoftwareOne is an AI-forward company, actively using AI across our business to improve productivity, decision-making, and outcomes. We are intentional about hiring people who are curious, hands-on, and actively apply AI.

Responsibilities

• Travel up to 30-35%.
• Serve as the consultative sales principal for Regional Sales Leaders and their team of account managers, heavily involved in Services deal identification, qualification, and territory planning.
• As the lead regional resource, identify, develop, and prioritize services opportunities to maximize revenue, deliver customer impact, and overachieve regional services sales quota—avoiding costly or unreasonable pursuits.
• Ensure deals are qualified for Solution Sales to deliver sales best practices, including: discovery processes, consultative value propositions, executing pre-call plans, running key deal events, and post-demo debriefs.
• Collaborate with Account Executives and Sales Leaders to define and execute account and deal strategy for SoftwareOne’s portfolio of services.
• Develop creative, value-based presentations for customer discovery calls to uncover key business objectives and associated value, working independently or in collaboration with Solutions Sales or Account Managers.
• Assemble and coordinate Solution Sales teams with Practice Leads to determine resources best suited to win opportunities.
• Facilitate bi-directional communication, sharing best practices, competitive intelligence, and new approaches with the regional team and Practice Leaders.
• Orchestrate and participate in customer-facing events, ensuring SoftwareOne differentiation is reinforced and transitions are smooth.
• Understand level of effort estimates and engage in strategic conversations to craft winning deal strategies.
• Participate in regional QBRs and directly engage in all regional deals exceeding $50K in services revenue for Corporate segment or $100K for Enterprise.
• Share knowledge with other Solution Principals and Practice Leads, providing real-time coaching and feedback.
• Accurately forecast services revenue of assigned sales market.

Requirements

• Demonstrated experience using AI in a practical, applied way—such as improving workflows, automating tasks, enabling better decision-making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
• Proven success record in IT Solutions Integration and Cloud Services sales.
• Knowledge of IT Asset Management, ServiceNow, or Flexera.
• Accountability and strong momentum to achieve both customer impact and revenue goals by demonstrating activity and progress in CRM pipeline and weekly forecast.
• Strategic thinker with a growth mindset and excellent customer selling skills.
• Strong in technical deal strategy and competitive positioning.
• Ability to develop creative, value-based technical solution presentations tailored to customer needs and impact.
• Ability to understand and position new solution capabilities and industry trends.
• Ability to manage multiple simultaneous sales opportunities.
• Ability to provide candid, real-time coaching and deal strategy adjustments.

Success Criteria

• Achievement of regional services revenue targets.
• Achievement of regional Customer Impact targets.
• Expansion of service lines and services revenue across territory.
• Evidence of increased efficacy and skill development across account team.

Organizational Alignment

Reports to: VP, Solution Sales

Collaborates with: Account Managers, Solution Sales Consultants, Solution Architects, Product Passion team, and other Solution Principals

Shares a common goal and vision for the success of the Sales and Solution Sales organization.

Benefits

• Generous pay with bonus structure (quarterly or bi-annual depending on the role).
• Independent environment without a lot of red tape where you are empowered to make decisions.
• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness.
• 401k program with employer matching 50% up to the first 10% of employee’s contributions.
• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice.
• Access to EAP and concierge services plus pre-paid legal at no cost.
• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO).
• Employee stock purchase plan.
• Learning and development opportunities galore, tuition reimbursement, and much more.
• Specific to Nashville and Milwaukee-based office employees: company-paid parking.
• Winning culture, inclusive environment, and friendly people all over the world.
• A remote-friendly organization, with colleagues working remotely either part or full-time.

Pay

Target compensation for this role will be $220k - $250K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location.