Job OverviewWe’re looking for an experienced services sales professional to join our team as a Senior Client Partner, where you’ll help us achieve profitable services revenue growth, and account penetration within a strategically defined market segment. In this role, you will proactively establish, develop and maintain effective business relationships in alignment with iCIMS subscription sales representatives to generate new services business for our product suite. A successful candidate will be comfortable and capable to engage with customers at all levels from CHRO, through Recruiting System Administrators to build and prosecute a business value driven service sales cycle from inception to signing.
About UsWhen you join iCIMS, you join the team helping global companies transform business and the world through the power of talent. Our customers do amazing things: design rocket ships, create vaccines, deliver consumer goods globally, overnight, with a smile. As the Talent Cloud company, we empower these organizations to attract, engage, hire, and advance the right talent. We’re passionate about helping companies build a diverse, winning workforce and about building our home team. We're dedicated to fostering an inclusive, purpose-driven, and innovative work environment where everyone belongs.
Responsibilities- Target opportunities within the segment that are focused on leveraging consulting services for managed solutions, optimizing their products, and enhancing their operations through personalized concierge offerings.
- Deliver new services business in the iCIMS Enterprise space at target margin in accordance with preset and assigned quarterly revenue targets.
- Cultivate add on services business in assigned customer base post initial go live.
- Build and maintain relationships with customers at all levels, including senior leadership and C-suite, to assess needs and effectively link product value, features/benefits to those needs. Work internally to align appropriate team sell-approach.
- Follow well defined service sales methodology to ensure prospects are a good fit for iCIMS’ long term.
- Present and position iCIMS’ services to customers via on site visits. Represent the iCIMS organization with professionalism and integrity.
- Partner with iCIMS’ Sales Engineers, Account Executives and other subject matter experts to describe how engagement with iCIMS Services will ensure realization of the value of our solutions with low risk in the shortest time frame possible.
- Build service sales pipeline through prospecting efforts including but not limited to client referrals, subscription sales alignment, regional networking, webinars and cold calling.
- Negotiate and close services deals in a timely manner.
- Develop and maintain detailed product and marketplace understanding to help customers make well informed buying decisions.
- Plan and organize personal sales strategy by thoroughly understanding the account’s business cycles and timing.
- Prepare presentations, scoping documents, investment summaries, and sales contracts.
- Consistently ensure that business is conducted with integrity at all times and that behavior aligns with iCIMS' core values, policies and procedures.
Qualifications- A minimum of 3 years of service sales experience, preferably in the HR / HCM Software, or Software-as-a-Service industry.
- At least 2 years of sales or customer success experience required; preferably large enterprise ($5Billion and up) clients.
- Skilled at closing sophisticated services deals that are more advanced in scope and size. Customers consistently have significant elements of organizational and business process complexity (i.e. decentralized or with multiple business units / brands, global presence).
- Consistent track record of generating, documenting and handling the pipeline through all phases of the selling life cycle.
- Ability to handle a book of business post closing in order to generate follow on services business.
- You can craft concise, substantial presentations, present them and effectively overcome objections.
- Demonstrated capability to negotiate deals to achieve win/win outcomes for iCIMS and our customers.
- Able to collaborate within a team environment to achieve the best outcomes for iCIMS subscription sales, services sales, and services delivery, to deliver maximum value to our customers and assure the best business outcomes for increased probability of renewals.
- Computer literate; proficiency with Microsoft Office (PowerPoint, Excel, Outlook).
- Excellent communication and interpersonal skills. Articulates thoughts and ideas clearly, concisely, and persuasively with appropriate emotional intelligence.
- Ability to work effectively within a fast paced, changing environment that is going through high growth.
- Adept at identifying, engaging and communicating with key buyers and influencers across multiples layers of organizations, ranging from Senior Leadership through practitioners. Through a consistent presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly.
- Ability to travel up to 20%.
Preferred- Experiance with Salesforce
- Consulting experiance
EEO StatementiCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.
We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at careers@icims.com.
Compensation and BenefitsThe target total compensation for this role is $115-130k. Compensation will be based upon experience.
Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits
