Customer Success Manager, Varicent
Growth
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
- We are looking for talented, driven people that can make an impact across our organization
- We are looking for a dedicated, ambitious and self-driven Customer Success Manager (CSM), for our ever-growing Growth segment
- We’re looking for someone who has prior experience with SaaS solutions
- We expect this CSM, Growth to use various digital tools for this content creation and be experienced with some level of digital marketing
- 2+ years of experience in customer success or account management in a SaaS or software company
- Experience creating digital marketing content preferred (including digital marketing tools)
- Passionate about the future of work, and positively impacting the working lives of people in large organizations
- Team-player who has a proven track record of excelling in fast-growing environments and taking initiative above and beyond the call of duty
- Ability to build trust and communicate effectively with a broad range of stakeholders: executives, administrators, technical leads, etc
- Demonstrated ability to work independently to ensure the success of your Customers and Varicent
- Ability to connect the Customer’s business process to product capability
- Strong interpersonal skills that establish trusted advisor relationships with clients
- Strong organizational/time management skills and the ability to manage multiple projects simultaneously
- Familiarity with tools commonly used in CS: Salesforce, Gong, Zoom, Excel, PPT, etc
- Adaptable mindset, able to operate effectively with change
- Driven, self-motivated, enthusiastic, with a “can do” attitude
- Experience negotiating contracts and managing renewals
- Cultural awareness and appreciation for diversity
- Bachelor’s degree with information technology/business/finance focus preferred
What the job involves
- As a Growth CSM, you will report into the Director of Customer Success, Growth and will be responsible for the renewal revenue of this Growth segment via heavy digital touch and light direct touch
- The CSM, Growth role will collaboratively drive adoption across the larger Customer enterprise by becoming a Subject Matter Expert in (a) specific area(s) and then create digital content around that area to be consumed by the Customer base
- The Customer Success Manager, Growth role will be responsible for renewal revenues for the Growth Segment while further enabling our Customers to realize business value from their investment and support our Customers in their journeys to become advocates of Varicent – both our company and our products. Key responsibilities include:
- Manage a portfolio of accounts on a 1:Many basis, connecting Varicent to our Customers through digital channels
- Represent the voice of the Customer (customer advocacy) to provide input into every core product, marketing, and sales process
- Lead renewals and identify expansion opportunities to drive value both for the Customer and for Varicent
- Create value for Customers by collecting and sharing success stories and be accountable to drive high usage of Varicent products via thorough and action-oriented playbooks
- Develop and leverage Varicent product expertise to support our Customers in their journeys
- Leverage data collected to refine and optimize existing playbooks, as well as build out additional plays to continue to drive Customer maturity
- Build and maintain relationships with the relevant stakeholders in your portfolio
- Engage with your Customer early in their lifecycle from onboarding through value realization
- Maintain and update the various systems used to support the 1:Many dynamic, with urgency and high attention to detail
- Become a product area SME (subject matter expert) and represent that area in the creation of digital content to be consumed by the Customer base
- Seek and act on manager feedback to promote growth in role
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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