Client Services Director

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 a Client 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.

If you require accommodation at any time during the recruitment process please email [email protected].

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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