VAR/Frameworks Specialist

Computacenter AG & Co. oHG; Greater London; On-site; GBP 70,000 - 90,000; Full time

Job summary

Computacenter is recruiting a VAR/Frameworks Specialist in the UK, focusing on shaping and winning complex software framework opportunities. You will lead end-to-end deals, collaborate with account teams and partners, and help customers optimise software spend while reducing risk.

Join a team that values a strong culture, stakeholder engagement, and delivering value-led solutions across enterprise customers with a software-led sales approach.

Qualifications

• Experience in enterprise software sales, licensing, or commercial solutions.
• Strong understanding of software procurement, contracts and frameworks.
• Experience in bidding, deal structuring and negotiation.
• Ability to manage complex, multi-stakeholder opportunities.
• Consultative approach with confidence engaging senior stakeholders.
• Knowledge of SAM / ITAM or software lifecycle services is an advantage.
• Good working knowledge of relevant commercial tools and systems.
• Technical competency and understanding of hardware and software vendors.
• Excellent storytelling and presentation skills.

Responsibilities

• Drive software-led opportunities across enterprise customers.
• Support the development of procedures to accelerate wider VAR and Framework growth across sales and solutions.
• Shape and win deals through frameworks, contracts, and commercial routes.
• Lead opportunities end-to-end—from qualification through to contract and handover.
• Work closely with account teams, partners, and customers to deliver value-led solutions.
• Help customers optimise software spend, reduce risk, and improve visibility across their estates.
• Design and implement technically, commercially and logistically innovating solutions and product-related services for our customers.
• Oversee the creation of, and be a key contributor to, presentations and bid material.
• Acts as a subject matter lead within the software community.
• Identify and develop VAR and Framework opportunities to contract.

Job description

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VAR/Frameworks Specialist

Location: UK - London, UK - Reading | Job-ID: 220582 | Contract type: Standard | Business Unit: Sales & Pre-Sales & Alliances

Life on the team

Join Computacenter as we expand our software-led sales capability across enterprise customers. This role focuses on shaping and winning complex opportunities through software frameworks, commercial models, and licensing solutions.

You will be joining a team that has a phenomenal culture, can-do attitude and a real passion for delivering outcomes to save our customers time and money and assist them to mitigate risk.

What you’ll do

• Drive software-led opportunities across enterprise customers
• Support the development of procedures to accelerate wider VAR and Framework growth across sales and solutions
• Shape and win deals through frameworks, contracts, and commercial routes
• Lead opportunities end-to-end—from qualification through to contract and handover
• Work closely with account teams, partners, and customers to deliver value-led solutions
• Help customers optimise software spend, reduce risk, and improve visibility across their estates
• Design and implement technically, commercially and logistically innovating solutions and product-related services for our customers
• Oversee the creation of, and be a key contributor to, presentations and bid material
• Acts as a subject matter lead within the software community
• Identify and develop VAR and Framework opportunities to contract

What you’ll need

• Experience in enterprise software sales, licensing, or commercial solutions
• Strong understanding of software procurement, contracts and frameworks
• Experience in bidding, deal structuring and negotiation
• Ability to manage complex, multi-stakeholder opportunities
• Consultative approach with confidence engaging senior stakeholders
• Knowledge of SAM / ITAM or software lifecycle services is an advantage
• Good working knowledge of relevant commercial tools and systems
• Technical competency and understanding of hardware and software vendors
• Excellent storytelling and presentation skills

About us

Computacenter is a leading independent provider of IT infrastructure services, with about 21,000 employees worldwide. We work at the heart of digitisation, advising organisations on IT strategy, implementing the most appropriate technology and managing our customers’ infrastructures.

We offer a friendly, open working environment without too much fuss about hierarchy. We are looking for professionals with diverse competencies, personalities and strengths who want to live our shared value of teamwork and performance.

Interested in joining a company with a strong sense of community?

We’re growing. We’re hiring. We encourage. We empower. We support. #winningtogether #peoplematter