Pre Sales Solution Consultant, Varicent
Sales performance management solution
Job no longer available
Sales performance management solution
501-1000 employees
Job no longer available
501-1000 employees
Company mission
To apply science and technology to drive growth for employees and for its customers.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
Salary benchmarks
Our take
Performance management of sales teams is increasingly being organised around central softwares that can deliver insights at low cost. Varicent is one such software.
The company focuses on using smart analytics to augment a suite of solutions to assist in smarter territory and quota planning.
It's this focus on refining its product that led the large software business to pursue an aggressive acquisition strategy over the last few years, allow the company to expand its portfolio of solutions to more small-medium sized businesses.
The challenge for Varicent, like all software companies of its size, is being nimble enough to stay ahead of the curve in product capability. Its divestiture from IBM and purposeful acquisition of new IP has helped it mitigate this risk, and was recently named a leader in Sales Performance Management by The Forrester Wave.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-6% employee growth in 12 months
Company
Funding (1 round)
Oct 2009
$35m
SERIES C
Total funding: $35m
Company benefits
- Generous time off (including your birthday!)
- Remote working opportunities
- Flexible hours
- Learning & development
- Remuneration package
- Virtual Healthcare and Mental Health Resources
- Family Assistance program
Company HQ
Willowdale, Toronto, ON
Leadership
Marc Altshuller
(President and CEO)Most recently before rejoining Varicent, Marc served as Executive in Residence at Information Venture Partners, a Toronto/NY based Fintech fund. They then partnered with Great Hill Partners and Spectrum Equity to buy back Varicent from IBM on December 31, 2019.
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