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Client Services Director

Company: Varicent
Location: Raleigh
Posted on: September 23, 2022

Job Description:

Varicent is the industry leader in developing Sales Performance Management (SPM) software, enabling businesses worldwide to Plan, Operate and Pay effectively to drive sales performance and growth. A named Leader in the Gartner Magic Quadrant for Sales Performance Management seven times in a row, 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. Our Professional Services Team is looking for a -Client Services Director to partner with our Software License sellers to sell Varicent professional services to Varicent clients. Focused on customer success and adoption of Varicent and Incentive compensation management vision, you will ensure that we satisfy our customers ICM needs by maintaining a track record of customer success that promotes the highest levels of customer satisfaction, adoption and return on investment. For this role, you should have deep understanding of Incentive Compensation Management, Services Selling, and Software project implementations. This is a remote-first position with very occasional travel as required. What you'll do:

  • Partner with our Software License sellers to sell Varicent professional services to Varicent clients
  • Meet or exceed assigned services contract signing targets and revenue quotas -
  • Own contract execution process by authoring SOWs and participating in contract negotiations
  • Gather information on the prospect's business processes, SPM 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
  • 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
  • Contribute to activities to prepare for adoption of new releasesWhat you'll bring:
    • 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
    • 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 Preferred:
      • Experience with Territory Management process and products
      • At least 7 years experience in one or more of the areas below:
      • Customer Relationship Management, Sales Performance Management, Incentive Compensation Management, Business Analytics, Corporate Performance Management or similar
      • Structured Selling Methods or Sales Methodology 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

Keywords: Varicent, Raleigh , Client Services Director, Executive , Raleigh, North Carolina

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