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.
At Varicent, we value the unique backgrounds, experiences and perspectives each Varicent employees brings to our workplace each and every day. If you’re a close but not exact match with the description, we hope you’ll still consider applying. Want to learn more about life at Varicent? Visit https://www.varicent.com/company/careers
We’re looking for a motivated Pre Sales Solution Consultant with a strong history of success to join our dynamic sales team. This role involves working closely with Sales, Technical Sales and Product teams to grow the business and deliver on team-wide initiatives.
What you will do:
- Develop and deliver best in class demos of the Varicent suite of applications across North America.
- Ability to technically qualify opportunities according to the identified capabilities of the Varicent Sales Performance Management solutions.
- Perform detailed discovery for sales opportunities to qualify and scope prospect challenges, determine product fit, and identify areas where Varicent can deliver differentiated value..
- Develop and deliver best in class technical sales activities such as Proof of Concepts and Hands on Workshops.
- Present Varicent application and cloud architecture to technical audiences.
- Respond to RFI/RFP technical and functional requirements, and help maintain our internal RFP response library.
- Contribute to team-wide initiatives including design and update of standard demo assets, cross-team enablement, and collaboration with Product to enhance Varicent’s solutions.
What you will bring:
- 5+ years of technical software sales experience in Enterprise SaaS markets with prior experience of consultative selling to senior leaders and business users strongly preferred.
- Excellent presentation and interpersonal communications skills with the ability to understand complicated operations and clearly articulate relevant and differentiated business value.
- Proficiency in multiple languages is a plus.
- Experience in creating, developing and managing executive business relationships
- Self-motivated and energetic with a positive attitude and desire to learn and grow professionally.
- Demonstrated track record of meeting quota and effectively managing all technical aspects of Enterprise sales transactions from start to close.
- Coachable and team-oriented with a desire to work in a fast-paced, independent environment.
- Team player proactively sharing and documenting knowledge with the wider Technical Sales and Sales team: Best practices, available demo assets, customer stories and experiences.
- Working knowledge of SaaS software applications, previous experience in the Sales Performance Management SaaS industry is a plus.
- Good understanding of relational databases and REST API concepts.
Success Outcomes:
- Within 1 to 3 Months
- Participate in our onboarding program to learn Varicent’s platform and individual solutions’ unique value and how to articulate it. This will include practicing standard demos with your coach(es) and peers.
- Extensive product training will deepen your understanding of the solutions as you learn how to configure each solution for specific requirements. At the end of Month 3, you will be expected to facilitate discovery sessions with prospects, deliver standard demos under the mentoring of your coach, and start shadowing colleagues’ POCs.
- Within 3 to 6 Months
- You will become proficient in building and delivering your own less complicated product proof steps including POCs and Hands-on-Workshops, with coaching and peer support. You will learn about and become proficient on Varicent’s technical aspects, including cloud architecture, integrations, hosting capabilities and associated security and compliance standards. You will also be expected to contribute to RFP responses.
- Within 6 to 9 Months
- You will be expected to be self-sufficient with all aspects of technical sales for our main product offerings and have introductory-level proficiency in non-core offerings.
#LI-REMOTE #HP02
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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