Client Director, Service Sales

Client Director, Service Sales

Remote/Telecommute JobREMOTE /† Toronto,†Ontario †-†Permanent
This job allows you to work remotely†


Job Description

Our client has been a global leader in their segment of sales analytics since 2004. They are looking to hire a Client Director to join their Global Services team.

Client Directors on the service sales team are responsible for partnering with the license sales representatives to drive license growth and subsequent services contract signings. They accomplish this thru the creation of a value match between the Sales Performance Management consulting needs of prospects/clients, and the worldwide services delivery team. By utilizing a consultative sales approach, Client Directors identify implementation strategies, timelines, and cost, that provide immediate value while promoting/assuring clientís long-term self-sufficiency. In addition, the Client Director supports the contracting process by preparing and negotiating Statements of Work and facilitates the process of transitioning clients from sales to delivery.

Duties & Responsibilities:

Meet or exceed assigned services contract signing targets and revenue quotas
Gather information on the prospectís 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 prospectís requirements
Prepare and present implementation proposals which communicate well detailed and thoughtful implementation approaches and multiple engagement scenarios that fit within prospectís time, resource, and budget constraints
Own contract execution process by authoring SOWs and participating in contract negotiations
Contribute to sales collateral that communicates Global Services offerings, implementation approaches, and services methodologies
Deliver sales presentations to communicate the 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 Varicentís high quality standards and genuine concern for client satisfaction
Develop and foster relationships with implementation partners to enable their successful development of best practices thus contributing to the scale of the overall organization
Acquire and integrate industry knowledge related to general trends, emerging technologies, and competitors
Continually remain informed on product roadmap and direction
```Contribute to activities to prepare for adoption of new releases


Must Have Skills:

Minimum Bachelors degree in business, marketing, strategic planning, or related area preferred, or equivalent work experience
Four or more years prior services sales and/or services sales support experience in a consulting organization , preferably in a software organization
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
Developed sales acumen
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
Strong communication (verbal and written) and interpersonal skills
Excellent time management, organizational and prioritization skills

Travel Requirements
This position may require the successful candidate to travel approximately 75% of the year, on a weekly basis, typically Monday through Thursday. Candidates must possess a valid drivers license and passport and must be legally eligible to work and travel without restrictions through-out North America.
*This requirement is subject to change, and based on pre-covid business operations


Nice to Have Skills:

Experience with Territory Management process and products
At least 4 years experience†in†End to End selling process
At least 4 years experience†in†Consultative Sales
At least 4 years experience†in†Customer Relationship Management, Sales Performance Management, Incentive Compensation Management, Business Analytics, Corporate Performance Management or similar
```At least 4 years experience†in††Structured Selling Methods or Sales Methodology


Details:

Starting: ASAP







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