Client Services Director
4 weeks ago
What you'll do
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
What you'll bring
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 Preferred 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
Success Factors
IN THE SHORT TERM (1-3) MONTHS YOU WILL: Connect and establish relationships with all key members of the Software Sales cycle, Services Sales cycle, and Services delivery cycle Educate, adopt, and successfully position Software/Services Sales messaging to prospective Varicent customers Educate and successfully estimate Varicent implementation projects Educate and understand the Professional Services contract negotiating and signature process Maintain accurate and timely sales status information in SFDC Achieve ramped quota targets for both new logo and existing customer services sales IN THE MEDIUM TERM (4-6) AND BEYOND (7+ MONTHS) Contribute to the ongoing improvement in messaging, efficiencies, and quality of Services Sales and Services Delivery Achieve full quota targets for both new logo and existing customer services sales
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 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. Varicent is committed to compliance with all fair employment practices regarding citizenship and immigration status.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 Varicent is also committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position at Varicent and/or by using this portal, you declare and confirm that you have read and agree to our and that the information provided by you as part of your application is true and complete and includes no misrepresentation or material omission of fact-
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