Solution Principal

Job Summary

This consultative role leverages broad solution knowledge to identify opportunities aligned to the 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.

SoftwareOne is an AI‑forward company. We actively use AI across our business to improve productivity, decision‑making, and outcomes - and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve.

Role & Responsibilities

• 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.
• Ability to travel up to 30-35% 
• Serve as the consultative sales principal for the 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 practice; including: discovery processes, consultative value propositions, execute pre call plans, run key deal events, and post-demo debriefs.
• Collaborate with Account Executives and Sales Leaders to define and execute account and deal strategy for SoftwareOne 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.

What you offer

• 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
• Knoledge 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 need 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

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

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

What we offer 

• 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
• Substantial benefits package that includes:

• • • 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

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.

We are not able to consider candidates residing in the state of Hawaii currently.

SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global.