Client Services Director
Company: Knewin
Location: Boston
Posted on: May 3, 2024
Job Description:
A named leader by Forrester in the sales performance management
space, Varicent was founded in 2005 when we pioneered sales
performance management software. Evolving quickly to become the
fastest growing software company in North America according to
Deloitte's Fast 50 in 2010, Varicent was acquired by IBM in 2012
and has since been re-founded as an independent global business
serving mid-size and enterprise clients with our full suite of
solutions to assist in smarter territory and quota planning,
efficient lead to revenue operations, and the fastest and most
flexible way to pay sellers accurately and on-time. We are looking
for talented, driven people that can make an impact across our
organization. Moving at our pace brings a lot of change,
complexity, and ambiguity. Varicenters are comfortable being
uncomfortable. Before you apply, consider if you : - Respect
diverse backgrounds and perspectives. - Be resilient and
resourceful in face of ambiguity and thrive on (rather than endure)
change. - Bring critical thought and opinion - and embrace
differences and disagreement to get work done and move forward. At
Varicent, we are committed to fostering a diverse and inclusive
workplace. We believe in equality and recognize the value that
diverse perspectives bring to our team. Our Professional Services
team is the leading provider in the Sales Performance Management
space. We are a dynamic group of consultants, architects, and
project managers who take pride in helping our clients get the most
out of Varicent products by implementing solutions that meet their
unique business and technical needs. Joining our practice means
becoming part of a team that's bold enough to chase experiences -
like building, designing maintaining scalable compensation models
for our customers, using Artificial Intelligence, captivating
Visualizations, and unique and cutting-edge DB concepts. The
Professional Services team at Varicent is committed to diversity,
equity, and inclusion, and believes in the value of different
experiences, perspectives, and voices. Our Professional Services
Team is looking for aClient Services Director to support the
Varicent software sales process with the proper skills, expertise
and focus required to assure customers realize the value of their
investment in Varicent software via successful implementations and
ongoing operational usage. The aforementioned support being
achieved in conjunction with supporting a financially strong and
profitable professional services practice (revenue, margin, EBITA).
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 accomodations@varicent.com
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 Job Applicant
Privacy Notice 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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Keywords: Knewin, Woonsocket , Client Services Director, Executive , Boston, Rhode Island
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