Software Solutions Advisor (SLED)

Company Overview When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end‑to‑end service offerings, there’s really only one : Zones – First Choice for IT. TM. Zones is a Global Solution Provider of end‑to‑end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed / Professional / Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done.

Position Overview The Software Solutions Advisor (SSA) – SLED is a strategic software and solutions advisor dedicated to enabling growth across State, Local Government, and Education (SLED) accounts. The SSA partners closely with Account Managers and other strategic sales roles, as well as cross‑functional teams to land, expand, and accelerate software solutions adoption in named accounts, focused on the mid‑market and strategic SMB accounts.

This role combines deep licensing knowledge with solution strategy, guiding customers through public sector‑specific complexities such as cooperative contracts (NASPO, DIR, GSA), fiscal year budgets, grant‑funded initiatives, and compliance‑driven requirements within the software solutions space. By leveraging expertise in Microsoft GCC / GCC High, Azure Government, Office 365 Education, and other key vendor programs, the SSA helps customers modernize, adopt cloud solutions, and align technology strategies with mission outcomes. The SSA’s unique contribution is bridging licensing knowledge with technology solutions, ensuring customers achieve maximum value while the business captures incremental growth across software, services, and recurring cloud revenue.

Key Responsibilities

Serve as the primary expert on software licensing, subscription models, and cloud solutions for SLED accounts, specializing in publishers such as Microsoft, AWS, Adobe, and Google.

Act as the software and solutions authority for SLED accounts, advising customers and sales teams on licensing models, cloud strategies, and aligning services opportunities.

Position holistic solutions (software + services) that address customer challenges while driving incremental margin and cloud adoption.

Design and position integrated software and cloud solutions to address SLED‑specific challenges, driving gross margin growth through licensing optimization and service opportunities.

Stay current with industry news, licensing rules, product terms, and publisher announcements to maintain subject matter expertise.

Renewal & Lifecycle Management

Proactively manage renewal cycles (90+ days in advance), aligning with SLED budget calendars and procurement processes.

Use renewals and other time‑based actions to expand software contracts and solutions that optimize software portfolios.

Support IT departments and licensees with product needs, billing, annual compliance requirements, and updates on publisher changes.

Publisher & Vendor Engagement

Serve as the subject matter expert across Microsoft, Adobe, VMWare, Google, and other publishers.

Bring specialized knowledge of public sector programs (Microsoft GCC / GCC High, Azure Gov, EDU licensing, cooperative agreements) to unlock expansion opportunities.

Solutions Co‑Selling with Sales

Work hand‑in‑hand with Account Managers on named accounts to design, position, and close software and solutions opportunities.

Deliver pre‑sales expertise on licensing options, service alignment, and cloud optimization.

Accelerate adoption by aligning solution roadmaps to public sector mission goals (e.g., security, compliance, student outcomes).

Software Optimization Support

Lead software solutions opportunities through strategic discussions and optimization assessments that identify full‑stack solution opportunities to support migration, adoption, and modernization of software solutions.

Drive recurring value through proactive engagement on SaaS / IaaS / PaaS workloads tailored to SLED requirements.

Customer Engagement & Advisory

Build trusted advisor relationships with key SLED stakeholders, including CIOs, procurement leaders, and education administrators, through regular business reviews and status calls.

Guide customers through the Land, Adopt, Expand, Renew (LAER) cycle, focusing on licensing optimization, solution adoption, and customer satisfaction.

Deliver timely and effective communication on business needs, on‑ and off‑boarding, product reports, and licensing requirements to ensure alignment with customer roadmaps.

Operational & Strategic Excellence

Maintain CRM / ticketing documentation to ensure accurate tracking of renewals, expansions, and services engagements.

Conduct pricing analysis and custom structuring aligned to cooperative vehicles and compliance requirements.

Collaborate cross‑functionally to resolve issues, mitigate risk, and capture expansion opportunities.

Education & Certification

Bachelor’s degree preferred; equivalent experience considered.

1 or more certifications from Microsoft, VMware, AWS, Google, Adobe, or other publishers required (public sector‑specific certifications a plus).

Required Experience

3+ years in software licensing, solutions consulting, or account management.

Strong understanding of software / cloud lifecycles, public sector procurement, and compliance frameworks.

Excellent communication and presentation skills with the ability to influence decision‑makers in government and education.

Demonstrated ability to drive growth across software, solutions, and services.

Demonstrated ability to provide world‑class customer service.

Demonstrated strong communication and proven ability to resolve complex issues in a timely manner.

Ability to act quickly to issues and develop solutions.

Demonstrated track record of achieving productivity goals.

Preferred Experience

Expertise in Microsoft public sector programs (GCC, GCC High, Azure Government, EDU).

Familiarity with cooperative purchasing vehicles (NASPO, DIR, GSA).

Experience positioning services in tandem with software licensing.

Track record of success in SLED accounts.

Performance Metrics

Incremental gross margin growth across software solutions in SLED accounts.

Renewal success rates and upsell / cross‑sell execution.

Adoption milestones (cloud migrations, managed services engagements, optimization projects).

Customer satisfaction, retention, and strategic alignment outcomes.

Benefits & Additional Perks Zones offers a comprehensive benefits package. At Zones, we are committed to fostering an inclusive and diverse workplace where every team member is valued and supported. We offer life insurance, optional health insurance, and retirement benefits in line with company policy. Employees also enjoy additional perks such as the voluntary pension scheme, EOBI, complimentary meals, and access to our in‑house gym.

Equal Opportunity Employment We take pride in being an equal‑opportunity employer and remain dedicated to maintaining a workplace free from discrimination of any kind. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Shift Timings 8 : 00 PM to 5 : 00 AM (Pakistan Time)

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