Work In Tech

Are you a strategic thinker with a passion for solving complex business challenges through technology? Varicent is seeking a dynamic Senior Solution Consultant to join our high-performing team and help enterprise clients transform their sales performance. In this pivotal role, you'll lead discovery sessions, deliver impactful demos, and drive technical excellence throughout the sales cycle—partnering with Sales, Product, and Executive stakeholders to demonstrate the value of our innovative Sales Performance Management platform. If you thrive in a fast-paced SaaS environment, enjoy working with enterprise clients, and want to make a direct impact on revenue growth, we want to hear from you.

What You'll Do:

• Discovery: 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
  • Engage in effective discovery through listening, curiosity, and open-ended questions
  • Uncover root cause issues and quantified implications of customer challenges/objectives
  • Regularly query prospects in single-product opportunities about other portfolio solutions to expand the potential opportunity
• Demos & Proof of Concepts: Leverage your domain expertise and understanding of Sales Planning and Incentive Compensation solutions and best practices to lead client engagements with your sales counterparts and demonstrate value to win business
  • Configure and deliver compelling best-in class prospect/client presentations and demonstrations of the Varicent suite of applications that are tailored to meet specific client requirements and business needs, without additional presales support
  • Effectively lead and manage complex proof-of-concepts, hands-on workshops and scalability tests
  • Establish credibility as the technical expert and trusted advisor with prospects/clients
  • Anticipate technical hurdles, develop a plan to address them, and lead the resolution
  • Understand and leverage technical and other differentiators to win against the competition
  • Effectively manage third party and partner integrated demos as part of the sales engagement where appropriate
• RFPs/RFIs
  • Complete functional and technical requirements in RFPs accurately and on time
  • Shape prospect RFPs in our favor by consulting with prospects on what to include in RFPs, and identifying and explicitly calling out competitive differentiators and gaps in responses.
• Product Expertise
  • Have a comprehensive functional understanding of Varicent core product capabilities
  • Consistently leverage new features in product positioning, demos, and reference competitive differentiation
  • Knowledgeable on 3-6 month roadmap(s) to leverage during sales opportunities where appropriate
  • Proficient in all Solutions: Can deliver a high-level platform demo, and full standalone intro demos for all products.
• Technical Expertise
  • Deliver technical overview presentations to IT/technical audiences, without additional support, covering architecture, integration, security, and performance aspects of the SaaS platform.
• Domain Expertise
  • 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, etc.) and how SPM solutions can be tailored accordingly.
  • Demonstrated experience or familiarity with at least one leading Sales Planning / SPM platform, such as:
  • Anaplan (Sales Planning, Connected Planning)
  • Pigment (Sales Capacity and Planning use cases)
  • SAP CallidusCloud (now part of SAP Commissions and SAP Territory and Quota)
  • Varicent (Sales Planning, Incentive Compensation)
  • Xactly (Align, Incent, Sales Planning)
• Industry Expertise
  • Proficient in complex industries like Insurance and Financial Services, Medical Devices, Pharma: Has sufficient industry-specific knowledge to deliver compelling, industry-specific messaging that resonates across our focus verticals, demonstrating a deep understanding of unique challenges and value drivers within each industry
  • Collaborate with leadership to refine strategy, use cases, and best practices for focus verticals
• Customer Engagement
  • Develop lasting client relationships and help the company drive reference calls, client speakers, and event attendance
  • Consistently identify and build technical champions during the sales process
  • Be comfortable and proficient presenting to varied and mixed technical and non-technical audiences, from end users to C-Level executives
  • Collaborate with senior executives to drive alignment, and deliver compelling Executive Demos
  • Act as a trusted advisor to strategic clients, providing long-term guidance to maximize platform adoption and business impact
• Contributions to Team Enablement & Support
  • Is a Team Player: Shares best practices and answers peer questions
  • Collaborate with teammates: Steps in to help with deals when needed
  • Contribute to team enablement and onboarding new hires, including acting as a mentor and coach to new Solution Consultants
• Contributions to Team Assets
  • Demo Model Contributions - Ideation & Strategy: contribute new ideas to improve standard demoware
  • Demo Model Contributions – Testing: participate in testing newly added content to standard demoware to accelerate roll-out
  • Contribute to RFP Library reviews to ensure responses are accurate and up-to-date, and add new question/answer pairs if not already present in the RFP Library
• Cross-Functional Collaboration & Support
  • Marketing Support: Represent Varicent in a professional manner on Webinars, at Conferences and industry events, and for Analyst Reports, as needed.
  • Thought Leadership: Deliver at least one conference/SKO session/presentation/webinar per year.
  • Product Support: Liaise with Product Management and Engineering teams to advocate for feature enhancements based on prospect & client feedback and evolving industry requirements
  • Channels: Work with the Channels team on Partner enablement and co-selling initiatives as needed
  • Post-Sales: Support client onboarding efforts by ensuring technical alignment and knowledge transfer from the presales process to implementation teams/partners
• Day to Day Responsibilities
  • Execute responsibilities required during each step of the sales process with professionalism and diligence
  • Team Meetings: Contribute to team discussions and learning
  • Bring a positive attitude focuses on problem-solving and making the complex possible
  • Manage administrative tasks such as logging opportunities and feedback in Homerun & SFDC

What You'll Bring:

• 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