Solution Principal – Healthcare & NPO

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.
Job Requirements
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 w

Work arrangement
Yes