Director, Presales Solutions

At Varicent, we're not just transforming the Sales Performance Management (SPM) market—we're redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here's why you'll thrive at Varicent:

• Innovate with Purpose: Build impactful solutions for customers worldwide.
• Join Excellence: Work in a diverse, collaborative, and innovative team.
• Shape the Future: Lead in redefining revenue optimization.
• Grow Together: Unlock your potential in a supportive environment.

Join us at Varicent—where your talent and ambition meet limitless opportunities for success

The Presales organization is a vital partner in the sales ecosystem at Varicent, expected to deliver compelling interactions and experiences with prospects and clients with a focus on performance and continual improvement.

The Director, Presales Solutions will be responsible for leading technical sales delivery and strategy across all Varicent solutions, inspiring, developing, and managing a diverse and high-performing team of both early career and highly tenured Solution Consultants.

This leadership role is crucial in driving our presales efforts, enabling us to effectively showcase the value of our software solutions and win new business opportunities in North America.

What You'll Do:

Solution Demonstration & Customer Engagement:

• Oversee the creation and delivery of compelling and customized software demonstrations and other technical proof points that effectively showcase differentiated value to prospects and existing clients.

• Ensure Solution Consultants demonstrate relevance to customers, fully discover customers' business and technical problems, deliver the highest quality presentations and demonstrations, execute proofs of concept (POCs) successfully and only when needed, and comprehend and document the business value to be delivered.

• Lead the Demo Operations team to continuously improve standard demo models and maintain demo infrastructure across our product portfolio.

• Collaborate closely with the sales team to engage with customers during the sales process, understand their requirements, address concerns, and provide appropriate solutions.

Leadership:

• Provide strategic direction and hands-on leadership to the presales team, ensuring alignment with company objectives and sales targets.

• Manage the team's performance, development, and activity to align with company values and expectations

• Develop and coach team members according to the demands of the business and their individual professional goals, providing timely and regular constructive and positive feedback.

Presales Strategy:

• Develop and execute presales strategies and processes to optimize the team's performance, engagement, and efficiency.

Operational Management:

• Establish operational objectives and work plans for team members to maximize both individual and team performance.

• Assign resources to sales opportunities, balancing opportunity and availability while consistently evaluating progress against goals.

• Develop and maintain a recruiting pipeline of potential Solution Consultant candidates to meet future business demands.

• Manage day-to-day activities such as resource scheduling conflicts, expense review and approval, activity tracking and reporting in Homerun & Salesforce, etc.

Technical and Sales Expertise & Enablement:

• Ensure the team maintains in-depth knowledge of our software products, industry trends, and competitor offerings, staying up to date with emerging technologies and translating technical features into business benefits.

• Work with Sales Enablement to develop and deploy team training curriculums to meet the team's requirements.

• Evaluate team members regularly through analysis of direct observation, peer and GTM team feedback.

• Help devise and lead Presales breakout sessions at Sales Kick-offs and other sales enablement events.

• Collaborate with Sales Leadership and Sales Enablement on institutionalizing best practices and knowledge sharing through enablement initiatives, online knowledgebases, and other enablement processes and systems.

Sales Partnership & Support:

• Partner with the Sales team throughout the sales cycle, including deal strategy, prep & practice, proposal development, contract negotiation, technical proof steps, and addressing technical inquiries.

• Ensure proper alignment of resources and effective utilization of skill sets across regions.

• Partner with Sales leadership and other functions to develop and align on sales and go-to-market strategy, accelerate sales cycles, and grow deals.

• Prioritize Solution Consulting focus and efforts to achieve strategic goals.

• Contribute to pipeline/forecast calls and other regular sales meetings on the technical status of opportunities, and identification of potential red flags and next steps.

• Executive sponsor meetings and opportunities where appropriate.

Relationship Building:

• Foster strong relationships with key stakeholders, including customers, partners, and internal teams to ensure successful collaboration and customer satisfaction.

• Partner with Product Leadership to drive innovation by communicating field feedback on new designs, features, and product gaps.

• Drive field prioritization and sales/product escalations.

Corporate & Cross-Functional Development:

• Develop, lead, and contribute to strategic cross-functional initiatives.

• Represent the Presales team in cross-functional meetings and projects, and continuously seek ways to improve how Presales works with and collaborates with other departments and teams.

• Remove any organizational or other barriers to effective cross-functional processes.

What You'll Bring:

• Experience working in a fast-growing enterprise software organization with a proven track record of meeting and exceeding targets

• 10+ years of presales experience, preferably with experience in the Sales Performance Management space

• 5+ years in a people management role

• Strong foundation in Technical Sales processes and KPIs

• Strong understanding of enterprise software solutions, cloud technologies, and related market trends

• Exceptional communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences

• Excellent interpersonal skills, with the ability to build rapport and credibility with clients, colleagues, and executive-level stakeholders

• Proven ability to work collaboratively across cross-functional teams, including sales, product management, and marketing

• The ability to identify and resolve process and personnel issues

• Demonstrated success in managing and developing high-performing teams

• Understand training, coaching, mentoring and management of individual contributors

• Experience identifying, hiring and onboarding talent to replace or expand team members

• Ability to motivate and inspire a dynamic team of Solution Consultants

• Strategic mindset with the ability to think creatively and develop innovative presales approaches

• Strong analytical and problem-solving abilities, with a focus on delivering solutions tailored to customer needs

• Experience in Value Based Selling or Solution Selling

• Have an aptitude for understanding new technologies quickly

• Able to articulate broad concepts and use those concepts to understand and develop solutions to problems.

Success Factors:

1-3 Months

• Familiarity with our solutions, their broad capabilities, and value propositions

• Identify gaps in individual performance or skills, and, in coordination with Sales Enablement, establish enablement plans for each Solution Consultant to address those gaps.

• Formulate and implement an initial presales team strategy to address any perceived gaps or areas for improvement.
4-6 Months

• Demonstrate strong leadership by effectively managing and developing the presales team, driving motivation and performance improvement.

• Collaborate closely with the sales team to win key customer accounts through effective presales activities and solution demonstrations.

• Implement streamlined presales processes and tools, enhancing overall efficiency and productivity.
7 Months & beyond

• Establish the presales team as a key revenue driver, achieving or exceeding revenue targets.

• Develop long-term strategic plans for the presales function, including scalable processes, resource planning, and talent development initiatives.

• Able to executive sponsor deals where appropriate

Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email
 
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