Client Services Director

July 25

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Varicent

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Industry-Leading Sales Performance Management Software for Growth Market and Enterprise Organizations.

Incentive Compensation Management • Sales Performance Management Software • Sales Planning • Territory and Quota Planning • Sales Compensation

501 - 1000

Description

• Meet or exceed assigned services contract signing targets and revenue quotas • Gather information on the prospect’s business processes, ICM/SP solution requirements, and critical success factors through a strategic and consultative sales approach to deliver value-added business solutions • Prepare effort estimates and implementation plans, in conjunction with services delivery team, to deliver on our prospect’s requirements • Prepare and present implementation proposals which communicate well detailed and thoughtful implementation approaches and multiple engagement scenarios that fit within prospect’s time, resource, and budget constraints • Own contract execution process by authoring SOWs and participating in contract negotiations • Contribute to sales collateral that communicates Varicent Global Services offerings, implementation approaches, and services methodologies • Deliver sales presentations to communicate the Varicent Global Services offering • Contribute to the refinement of estimating models and tools to produce accurate and competitive implementation proposals • Facilitate client transition from the sales cycle to the services delivery organization • Develop strong, ongoing relationships with clients, that translation into incremental revenue, by demonstrating Varicent’s high quality standards and genuine concern for client satisfaction • Develop and foster relationships with implementation partners to enable their successful development of Varicent practices thus contributing to the scale of the overall organization • Acquire and integrate industry knowledge related to general trends, emerging technologies, and competitors • Continually remain informed on product roadmap and direction • Contribute to activities to prepare for adoption of new releases

Requirements

• Minimum bachelor’s degree in business, marketing, strategic planning, or related area preferred, or equivalent work experience • Four or more years prior services sales and/or services sales support experience in a consulting organization, preferably in a software organization • Technical and/or understanding of Incentive Compensation products and related services • Prior experience in consulting or managing implementation projects • Proven track record in consultative selling and negotiating • Mature sales acumen/IQ • Solid knowledge of implementation methodologies and approaches • Strong technical aptitude to learn new software platforms and configuration estimating methodologies • Independent work ethic, with result achieved through minimal direction • Strong understanding of technical, cost and risk implications of potential solutions and demonstrated ability to incorporate these into overall proposed project strategies • Demonstrated clear and open flow of communication/information to stakeholders • Strong communication (verbal and written) and interpersonal skills • Excellent time management, organizational and prioritization skills • Experience with Territory Management process and products • At least 4 years experience in one or more of the areas below: Consultative Sales, Customer Relationship Management, Sales Performance Management, Incentive Compensation Management, Business Analytics, Corporate Performance Management or similar, Structured Selling Methods or Sales Methodology

Benefits

• An annual education allowance • No meeting Wednesday; Flex Fridays • Generous time off (including your birthday) • Employee and Family Assistance • Amazing colleagues to learn from