Sales Specialist - IT Cost Management (Benelux)

As a Pre-Sales Consultant, you collaborate with Sales and customers to shape opportunities from discovery through proposal. You bring subject-matter expertise in IT Asset Management, FinOps, and Software Sourcing to help customers optimise software and cloud spend. You translate goals into clear deliverables, run discovery workshops, and produce customer-ready proposals and SOWs that drive informed decisions. You work across teams to ensure collateral stays aligned with offerings and deliver measurable value.

• Opportunity shaping, scoping & proposals: lead discovery, confirm objectives, stakeholders, and timelines; define scope, assumptions, dependencies, risks, and delivery approach with Delivery teams; produce proposals, pricing inputs, SOWs, and deliverables
• Creation and maintenance of solution collaterals: maintain reusable pre-sales assets; capture lessons learned to improve templates; collaborate with marketing, bid, and enablement teams
• Sales support, positioning & insights: partner with Sales and Delivery to progress opportunities, support account planning, identify cross-sell or upsell opportunities, provide SME guidance across ITAM, FinOps, and software sourcing
• Collaboration with delivery: support customer meetings, handle objections, and align on delivery approaches; monitor industry trends and customer insights to strengthen positioning

• Understanding of IT Asset Management principles
• IT environment & integration context: IT infrastructure knowledge; integrations with ITAM/SAM, ITSM, CMDB
• IT asset discovery, data analysis and reporting: proficiency with discovery and inventory tools; data-driven optimisation
• Software Licence Management: licensing models (perpetual, subscription, concurrent); licensing terms across publishers (Microsoft)
• Cloud Cost Management (FinOps): budgeting, forecasting, value metrics (TCO, ROI, NPV, IRR); experience with FinOps tools (CloudHealth, Cloudability, Azure Cost Management)
• Consultative pre-sales & problem solving: workshop-led, outcome-focused; ability to work with imperfect data to identify opportunities
• Communication & stakeholder management: clear English communication with Procurement, IT, and Finance; able to present proposals
• Commercial awareness & market insight: understanding of sales processes and ability to support revenue growth
• Structured delivery mindset: collaborative, self-directed; basic project management understanding; continuous learner

• Results-oriented
• analytical
• clear communication
• ITAM discovery and inventory tools: ServiceNow, Xensam, Flexera, Snow
• FinOps tools: CloudHealth, Cloudability, Azure Cost Management
• Licensing knowledge across publishers (e.g., Microsoft)