Commercial Software Lead

Helping organizations turn software ambition into decisions they can stand behind 

 

The Commercial Software Lead at Schuberg Philis is a commercially driven technologist who bridges proposition strategy and customer execution. Embedded in Greater Customer Teams (GCTs), the Commercial Software Lead translates customer challenges into compelling, standardized software solutions, accelerates sales cycles through technical expertise, and ensures that what we propose is both desirable for customers and feasible for our delivery teams. Working closely with Sales Directors and the Software Ambassador, the Commercial Software Lead is the expert in the room—driving adoption of our Software proposition and turning market-leading software services into signed contracts and successful customer outcomes. 

 

Your impact 

• Opportunity qualification & sales enablement; Identify and qualify cross-sell and upsell opportunities within existing customer accounts. Support customer teams in early-stage sales conversations by understanding customer pain points, matching them to our standard software services and reusable digital assets (RDAs), and translating customer needs into high-level solution options. Act as the proposition expert who ensures our software services portfolio is positioned effectively in every conversation. 
• Solution design & proposal development; Co-create solution designs with team techleads that maximize standardization and leverage our reusable propositions across Software, Cloud, Data & AI, and Security. Support RfP responses, deliver demos, reference architectures, and technical deep-dives that showcase our software engineering capabilities and AI-enabled solutions. Provide trusted advisory on deal structure, scoping, and pricing aligned with our strategic focus on standardized services adoption. 
• Proposition product management & feedback; Work closely with Sales Directors and the Software Ambassador to stay current on proposition roadmaps, positioning, and go-to-market narratives. Provide structured feedback from customer engagements—including win/loss analysis, new requirements, pricing signals, and MEDDPICC insights—to further sharpen Schuberg Philis’ Software proposition. Actively spot opportunities to create new reusable software assets and promote inner-source contributions from customer engagements. 
• Customer engagement & technical consulting; Serve as a trusted technical advisor in customer dialogues, able to discuss software architectures, modern development practices, DevOps pipelines, and business constraints with both technical and executive stakeholders. Quantify value, explain trade-offs, and build credibility through demos, proof-of-concepts, and workshops that demonstrate how our software propositions solve real business problems and enable digital transformation. 
• Standardization & continuous improvement; Contribute to the evolution of our software services portfolio by creating standard templates, checklists, and reusable sales enablement materials that make future pre-sales engagements more predictable, auditable, and efficient. Champion the use of platform engineering, shared software components, and productized services within customer teams, ensuring consistency and scale across engagements. 

 

Your profile 

You are primarily commercially driven but with a strong software engineering foundation and natural consulting instincts. Comfortable operating at the intersection of business and technology, as you understand modern software architectures, can quantify business value, and know how to structure software engagements that work for both customer and delivery. Naturally collaborative and pragmatic, you thrive working alongside engineers, sales and delivery experts to align bespoke customer opportunities with our standardized software services. You excel at simplifying complex topics, building trust quickly, and telling a coherent proposition story that resonates with technical and non-technical audiences alike. You are energized by converting opportunities into wins and seeing your technical guidance translate into customer success. 

Beyond shaping and scoping individual deals, the Commercial Software Lead plays a vital role in strengthening Schuberg Philis' commercial engine. You help mobilize the right software engineering expertise across teams, ensure alignment between what we sell and what we can deliver, and create momentum by removing friction in the sales-to-delivery handoff. As such, you are not only a customer-facing solution architect, but also an internal enabler who ensures our software propositions are consistently understood, correctly applied, and continuously improved through real-world learning. You help Schuberg Philis move as one—translating proposition strategy into practical customer wins and feeding valuable market intelligence back into our product development cycle. 

 Technology (3-5 years of experience) 

• Hands-on experience in software development, application modernization, or software engineering within enterprise environments. 
• Solid understanding of modern software architectures (microservices, APIs, cloud-native applications, DevOps pipelines, CI/CD) and current trends in software development and AI-enabled solutions. 
• Experience designing or contributing to software solutions that balance customer requirements with reusable, standardized components and platform capabilities. 
• Comfortable discussing technical patterns, integration approaches, software quality practices, security considerations, and architectural trade-offs with customers and internal teams. 
• Familiarity with platform engineering, inner-source practices, software productization, and AI integration in software development. 

 Commercial (5+ years of experience) 

• Proven track record in customer-facing, revenue-generating roles such as pre-sales, solution consulting, technical account management, or software engineering with significant customer interaction. 
• Experience supporting software-focused sales cycles: opportunity qualification, solution scoping, proposal development, RfP responses, and technical presentations. 
• Skilled at translating software engineering capabilities into customer value, supporting pricing and deal structuring decisions for custom application development and software transformation engagements, and contributing to win/loss analysis. 
• Comfortable with commercial metrics and frameworks (e.g., MEDDPICC) and able to provide actionable feedback to sales and proposition teams. 
• Experience working with standardized software service offerings, outcome-based engagements, fixed-price software projects, or software-as-a-service models is a strong advantage. 
• Excellent communication and presentation skills; able to engage confidently with both software development teams and business stakeholders, from engineers to C-level executives. 
• Demonstrated ability to build trust quickly, listen actively to customer software challenges, and adapt messaging to different audiences. 
• Collaborative mindset with experience working across multidisciplinary teams (sales, software delivery, product, engineering, DevOps). 
• Comfortable giving and receiving feedback, contributing to software proposition evolution, and championing software engineering best practices across the organization.