Solution Manager, NetSuite
Ottimate
ERPSOAP
Senior Solutions Consultant
Varicent
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteJob Level
Senior
Tech Stack
ERPServiceNowSFDC
About the role
- Perform detailed discovery for sales opportunities to qualify and scope prospect/client needs, challenges and requirements, determine product fit, and identify areas where Varicent can deliver differentiated value
- Accurately qualify the technical fit of each opportunity and partner with Sales Reps in overall sales qualification
- Configure and deliver compelling best-in-class prospect/client presentations and demonstrations of the Varicent suite tailored to specific client requirements without additional presales support
- Lead and manage complex proof-of-concepts, hands-on workshops, and scalability tests
- Deliver technical overview presentations to IT and technical audiences covering architecture, integration, security, and performance
- Complete functional and technical requirements in RFPs/RFIs accurately and on time and consult on shaping RFPs in Varicent's favor
- Maintain comprehensive functional understanding of Varicent core product capabilities and leverage product roadmap in sales opportunities
- Effectively manage third party and partner integrated demos as part of the sales engagement where appropriate
- Develop lasting client relationships, identify and build technical champions, and present to varied audiences including C-Level executives
- Contribute to team enablement, mentoring, demo model ideation and testing, and RFP library updates
- Collaborate cross-functionally with Marketing, Product Management, Engineering, Channels, and Post-Sales to support sales and onboarding
- Execute responsibilities required during each step of the sales process and manage administrative tasks such as logging opportunities and feedback in Homerun and SFDC
Requirements
- 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 through 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
- Deep understanding of Sales Performance Management (SPM) concepts, processes, and best practices, particularly in Sales Planning, Territory Management, and Quota Planning
- Proven knowledge of territory design and optimization, including methodologies for balancing workload, white space analysis, and account segmentation
- Familiarity with quota setting methodologies such as top-down, bottom-up, historical-based, and capacity-based approaches
- Experience working with Sales Operations, Revenue Operations, or Incentive Compensation teams in an advisory, technical, or implementation capacity
- Strong understanding of go-to-market (GTM) planning, sales capacity modeling, and coverage modeling strategies
- Ability to translate complex sales planning requirements into technical solutions and articulate value to both business and technical stakeholders
- Experience with data integration and transformation as it relates to CRM (e.g., Salesforce), HRIS, and ERP systems to support territory and quota planning processes
- Familiarity with change management and adoption best practices in rolling out new planning processes or technologies to sales organizations
- Knowledge of SaaS delivery models and experience supporting enterprise software pre-sales cycles, particularly in the sales performance or planning space
- Awareness of industry-specific sales planning challenges (e.g., tech, pharma, manufacturing) and how SPM solutions can be tailored accordingly
- Demonstrated experience or familiarity with at least one leading Sales Planning / SPM platform such as Anaplan, Pigment, SAP CallidusCloud, Varicent, or Xactly
- Ability to deliver technical overview presentations to IT/technical audiences covering architecture, integration, security, and performance aspects of a SaaS platform
