Cloud & AI Presales Consultant, France

As a Cloud & AI Presales Consultant,you'llplay a pivotal role in inspiring clients and evangelizingSoftwareOne'scapabilities.You'llproactively create demandand close businessacross net-new and existing accounts,working alongside our Account Managers toopen doors with senior stakeholders, shape early discovery, and build trusted relationships that turn white space into well-qualified pursuits. Working closely with our sales teams,and technical teamsyou'llscope and size opportunities effectively and drive momentum across the deal cycle in a commercially targeted role.Leveraging deep industry knowledge and broad technologyexpertise,you'llhelp customers map strategy and translate business needs into pragmatic Azure solutions—spanning Azure core services, Azure OpenAI, data platforms, and Microsoft Fabric—to accelerate cloud and AI adoption.You'll confidently hold a room of mixed stakeholders, bringing enough technical fluency to ask incisive questions without needing to be the most technical person there, while partnering with our architects and delivery teams to go deep asrequired. As a thoughtleaderyou'llland our go-to-market strategy,identifycross- and up-sell opportunities, and help customersoptimizeand innovate.**OpportunityDevelopment**Map white space within accounts alongside the Account Manager;identifynew lines of business, and initiatives where Azure, Azure OpenAI, Data, and Microsoft Fabric can unlock value.Build thoughtful value hypotheses tied to business outcomes (cost, risk, growth, experience) to secure executive-level conversations and open new streams of demand.Co-own account penetration strategy with sales; ensure multi-threaded engagement across business andIT, andproactively unblock access where existing relationships are thin.Lead early discovery with senior stakeholders to surface pain points, shape problem statements, and align our capabilities to measurable outcomes.Scoping and Sizing OpportunitiesCollaborate closely with the sales team and clients to comprehensively assess requirements,objectives, constraints and what SoftwareOne can offer.Utilize analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities.Define margins for proposed solutions in coordination with the sales and delivery teams, ensuring profitability while meeting client expectations.Market Research and InsightsStay updated on industry trends, competitor offerings, and emerging technologies toprovidevaluable insights and enhance our solution offerings.Act as a subject matter expert during client interactions, presentations, and workshops,demonstratingour capabilities and value proposition effectively.Sales Support and CollaborationProvidetechnical guidance and support to the sales team throughout the sales cycle, frominitialdiscovery to solution design and proposal development.Proactivelyidentifyopportunities for cross-selling or upsellingadditionalproducts or services to existing clients.Participate in strategic planning sessions to contribute insights and recommendations for business growth and expansion into new markets or service areas.Results OrientatedContribute to the shared technical and business knowledge of thePreSalesteam.Workwith the ambition toover achieveset sales targets.Job RequirementsSkills & CompetenciesStrong understanding of Cloud, Data and AI services, particularly when related toMicrosoftAzure.Broad Azure literacy: landing zones, governance, identity (Entra ID), networking, security, and FinOps fundamentals.Data platformknow-how:lakehouseconcepts, Microsoft Fabric, Azure data services (e.g., Data Factory, Synapse), and BI adoption patterns.Azure OpenAIunderstanding:model selection, prompting basics, RAG patterns, safety/guardrails, and responsible AI considerations.Understandingat ahigh-levelsoftware development methodologies (Agile, Scrum, Waterfall), frameworks (Spring, .NET, Django), and modern tools likeGithub.Experience in applying AI and MLexamplesto real-world problems across different domains such as healthcare, finance, retail, etc.Awareness of security best practices in cloud environments including identity and access management (IAM), encryption, and network security.Understanding of compliance requirements such as GDPR, HIPAA, SOC 2, and how theyimpactcloud deployments.Required Skills:Proven ability to penetrate accounts: multi-threading, org mapping, and securing senior stakeholder accessStrong value-led prospecting: crafting hypotheses tied to outcomes (cost, risk, growth, experience) to open new conversations.Track recordofwinninglarge-scale professional servicesprogrammesof work7years of experienceworking with, presenting to,and negotiating with;C-Level executives, IT, lines ofbusiness, procurement, finance and legal in large dealsStrategicthinker, with the ability to execute with pace and precision.Team player, able to collaborativelywork withinateam,as well aswith widerstakeholderson a daily basisAbility toidentifybusiness challenges, and articulate outcomes that technologycandeliver to both business and technical leadersExperience in driving revenue growth and exceeding sales targetsExcellentpresentation,communicationand interpersonal skillsOrganizational AlignmentReports to thePreSalesLeader in the Salesorganisation.Collaborate seamlessly withDelivery,Pre-Sales, Marketing, andSales Teams to ensure alignment in pursuing opportunities.Company descriptionSoftwareOne is in the middle of an exciting transformation journey, becoming one of the fastest-growing global platform, solution, and technology service providers. We offer a full suite of solutions to help organizations transform their technology landscape, and optimize their technology investments, in an increasingly software-defined and cloud-first world. Combining this with our legacy of being a trusted partner to >65,000 customers globally, means that our growth is only just beginning