Job Description

Location: Romania, Bucharest (Hybrid/4 days on-site)
Seniority Level: Senior
Department: Solution Sales

We are seeking a dynamic and results-driven Solution Sales Specialist with proven experience in B2B sales, ideally within the software and IT sector. The ideal candidate will have a consultative selling approach, strong presales exposure, and the ability to understand and align with customer business needs and long-term plans.

Key Responsibilities

• Lead the sales process for Business Unit solutions within the assigned territory.

• Coordinate all sales activities directly or in collaboration with Account Managers to ensure deal profitability.

• Plan and execute the presales and sales cycle, including proposals, presentations, cost/benefit analysis, TCO, and contract negotiations.

• Build, manage, and maintain an opportunities funnel, ensuring both short-term and long-term pipeline growth.

• Develop and update Solution Sales Plans to support business objectives.

• Build and maintain strong client relationships at senior levels, ensuring alignment with customer strategies and long-term goals.

• Drive visibility and measurable business impact within assigned accounts.

• Maintain accurate CRM data, ensuring reliable information for decision-making on resources and investments.

• Align goals, objectives, and tactics with Account Managers and Sales Managers, reporting regularly on progress.

• Deliver sales reviews and presentations during internal meetings with Sales Management.

• Support Account Managers and partners through sales training sessions, enabling them to independently drive the sales process in the future.

• Prepare and maintain sales documentation (solution overviews, price lists, case studies, presentations, marketing data sheets).

• Stay up to date with Business Unit solutions and benefits, providing feedback on customer and market needs to adjust offerings accordingly.

• Participate in marketing events and represent solutions externally when required.

• Maintain strong relationships with reference customers to foster positive testimonials and drive new business opportunities.

• Monitor competitors, their strategies, solutions, and pricing to identify threats and opportunities in a timely manner.

Requirements

Education:

• University degree.

Languages:

• English: Advanced (able to communicate fluently, deliver presentations, and prepare complex documentation).

Skills & Experience:

• Minimum 4+ years of experience in B2B sales (software/IT solutions).

• At least 2+ years of presales experience

• Knowledge of the BPM (Business Process Management) market

• Strong sales expertise with a consultative approach.

• Excellent presentation and communication skills

• Analytical mindset and ability to manage client relationships effectively.

• Customer-oriented approach with the ability to cultivate long-term partnerships.