Business Development Representative, Varicent
Remote
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
- You have experience in identifying and qualifying prospects and ensuring penetration of all target accounts in your territory
- You have the skill to determine, prospect and nurture suitable target accounts and uncover business opportunities using calling, email and social media
- You have the ability to build consistent new pipeline
- You are committed to stay current with industry/sector trends
- You have the desire to work in a fast-paced environment and prove yourself
- Previous experience in software sales is required
- Business proficiency in English required, a second language is a plus
What the job involves
- Varicent is looking for a highly motivated Business Development Representative to join the fast-growing sales organization in London, UK
- This is a great opportunity to accelerate your sales career in cutting edge software technology
- Utilizing a multi-channel approach, you will uncover business opportunities and grow the pipeline
- The Business Development Representative will follow up on inbound marketing qualified leads as well as identify suitable accounts and prospects within their territory and reach out via email, phone and social media positioning the Varicent value propositions; with a view of qualifying and arranging discovery calls and create opportunities
- Qualified opportunities have an identified key influencer or decision-maker, identified business pains and an appetite to address them, along with a next step, immediate or deferred
- You will engage C-level decision-makers in conversations focused on solving business pains in Sales Performance Management
- You will leverage marketing efforts to target decision-makers and influencers
- You will qualify prospects using the MEDDICC methodology
- You will develop and maintain long-term business relationships
- You will take a team selling approach and act as the first point of contact, introducing key internal stakeholders as appropriate in order to drive the sales process and provide value to the prospect
- You will have attention to detail in tracking all sales activity in Salesforce with excellent data hygiene
- Within 1 month, you will:
- Ramp up on the personas we work with in the Sale Performance Management space
- Have a good overview of the market, the customers, and the user personas
- Have a good understanding of the sales tech stack and can start making outbound activities
- Within 3 months, you will:
- Fully understand the personas and their pain points
- Activity levels are high and consistent
- Be able to prospect and navigate accounts
- Developing pipeline opportunities
- Consistently meeting KPIs
- Completion of Varicent accelerated sales training VAST (takes 30 days)
- Work with team with call shadowing and role-plays to help them improve, both professionally and personally
- Educate yourself on our business model, outbound selling motion, and outreach by working with your RSM directly
- Within 6 + months, you will:
- You are a high contributor to pipeline
- Have a solid understanding of Varicent and the sales performance management space
- The ability to contribute to our messaging to assure we’re constantly relevant
- Within 10+ months, you will:
- High performer within the Business Development organization, consistently meeting KPIs
- Built an internal network to leverage for career advancement
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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