Solution Principal - Healthcare & NPO

Why SoftwareOne?

SoftwareOne is a global provider of software and cloud solutions. With a presence in over 70 countries and more than 12,000 professionals, we help organizations optimize software investments, modernize applications, and unlock the value of cloud, data, and AI.

Our people are at the core of everything we do. We enable collaboration across borders, continuous learning, and opportunities to grow in a fast-evolving technology landscape. Whether your focus is on technology, customer success, or business operations, your ideas matter, and your contributions make a difference.

Join a global team where you can build your skills, work with leading technologies, and make a real impact for our customers.

The role

Job Summary

This consultative role leverages broad solution knowledge, industry awareness, and business-outcome selling skills to identify opportunities aligned to customers' missions, operational priorities, compliance needs, and technology objectives while maximizing services revenue across healthcare, government/public sector, nonprofit, and other mission-driven organizations.

The Solution Principal leads Solution Sales deal execution, assembles and guides teams pursuing opportunities, and contributes to territory and account strategy with a strong understanding of regulated, budget-sensitive, and stakeholder-complex environments.

This is a sales quota-based position, critical in qualifying deals, supporting territory planning, shaping compelling value narratives, and collaborating across teams to drive increased services revenue and measurable customer impact.

The Solution Principal serves as the single point of contact for regional sales leaders and their team of Account Managers, helping translate customer mission needs into actionable SoftwareOne services opportunities.

Role & Responsibilities

• Ability to travel up to 40%
• 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.
• Develop industry-informed account and pursuit strategies for healthcare, government/public sector, education, and nonprofit organizations, including sensitivity to mission outcomes, funding cycles, procurement requirements, compliance considerations, and multi-stakeholder decision processes.
• Shape value narratives that connect SoftwareOne services to customer priorities such as cost optimization, citizen or patient experience, operational resiliency, data protection, workforce productivity, grant or budget stewardship, modernization, and measurable community impact.
• Support RFx, bid, and go/no-go strategy for public sector, healthcare, and nonprofit pursuits by helping assess right-to-win, delivery feasibility, compliance constraints, required references, onshore or security requirements, and differentiated executive messaging.
• Ensure deals are qualified for Solution Sales to deliver sales best practices, including: discovery processes, consultative value propositions, execution of 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 strategic regional deals.
• Share knowledge with other Solution Principals and Practice Leads, providing real-time coaching and feedback.

What we need to see from you

What you offer

• Proven success record for 10+ years in Technology, Cost Optimization and Cloud Services sales to healthcare, government/public sector, education, nonprofit, or similarly regulated and mission-driven organizations.
• Accountability and strong momentum to achieve both customer impact and revenue goals by demonstrating activity and progress in CRM pipeline and weekly forecast.
• Working knowledge of common sector priorities such as regulatory compliance, data privacy and security, procurement governance, grant or budget constraints, public accountability, constituent or patient experience, and modernization of legacy systems.
• Ability to tailor executive-level business cases and value propositions for mission-oriented stakeholders, including CIOs, CFOs, procurement leaders, clinical or operational leaders, program executives, and public-sector decision makers.
• Strong in technical deal strategy and competitive positioning
• Familiarity with partner ecosystems (Microsoft, AWS, Google, security, asset management, FinOps), grant or nonprofit eligibility motions, public-sector contracting considerations, and technology solutions commonly relevant to healthcare, nonprofit, and government customers.
• 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 and customer impact targets in healthcare, government/public sector, education, nonprofit, and other mission-driven accounts..
• Expansion of service lines and services revenue across territory.
• Evidence of increased efficacy and skill development across account team.
• Evidence of disciplined qualification and pursuit strategy for bids, RFx opportunities, and complex buying environments where compliance, security, budget timing, and stakeholder alignment materially affect win probability.

Organizational Alignment

• Reports to: Vice President, Solution Sales & Solution Principals
• Collaborates with: Account Managers, Solution Sales Consultants, Solution Architects, Product Development team, and other Solution Principals
• Shares a com

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 $230k - $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.

Job Function

Sales

Accommodations

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com.

Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.