Job OverviewThe Global Vice President, Solution Advisor leads an organization responsible for demonstrating the value proposition and technical specifications of the iCIMS solution to prospective and current customers. The Global Vice President, Solution Advisor supports our growth strategy by providing insights, functional expertise, and exceptional support externally to prospects and customers, as well as internally to the Sales organization. Additionally, the Global Vice President, Solution Advisor collaborates with other departments on information that could be disseminated either to or from the Sales organization. The Global Vice President, Solution Advisor will be responsible for hiring, training, motivating, mentoring, supporting sales cycles and revenue targets, tracking productivity, performance analytics, CRM maintenance and other support functions. This role reports to the Chief Revenue Officer.
The Solution Consulting function at iCIMS is the primary technical function within the Sales organization, providing pre-sales support to the Account Executives and Account Managers and directly contributing to iCIMS’ revenue objectives.
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- Strategy - Collaborate with the CRO to establish vision, planning & prioritization for the Solution Consulting team. resources aligned to overall Sales departmental goals. This position has responsibility for keeping the Solution Consulting department trained and motivated to perform and meet its goals.
- Engage directly with Sales Leadership to strategize on team's opportunities and engage on pre-sales activities.
- Develop a deep understanding of our product capabilities, integrations, configurations messaging, partner ecosystem, and competitive landscape.
- Ensure appropriate resource allocation to deliver expected deliverables.
- Monitor current, historical, and predicted future utilization and activities of the SC team.
- Creatively identify and help drive new programs to improve the sales organization.
- Team Leadership - Provide leadership to ensure that envisaged objectives are met while also ensuring that there is the requisite sponsorship, alignment and support of all stakeholders connected with the organization.
- Oversee the Solution Consulting department including responsibility for the hiring, development, retention, utilization and management of the SCs and its leadership roles.
- Mentor/coach team members during on-boarding and subsequent phases to ensure proper ramping of skills and capabilities; Ongoing mentoring with the goal of improving their professional expertise to better serve business initiatives, deliver consistent results and eliminate roadblocks.
- Conduct regular 1:1’s with team members to provide constructive feedback and skills development.
- Cultivate an environment of teamwork, openness, creativity, and continuous improvement enabling operational objectives and acquisition/retention of people resources.
- Manage team members’ performance including formal reviews, establishing departmental and individual objectives, and performing applicable assessment.
- Proactively identify and improve process efficiencies within a virtual team.
- Lead a team of Solution Consultants helping to ensure technical success throughout the sales process by driving product demonstrations that provide value and solutions to prospect’s predetermined needs and challenges.
- Measure departmental performance by implementing and refining metrics, recording metrics into SFDC and reporting results to functional leadership and stakeholders.
- Monitor programs, procedures and establishes metrics to ensure on-time delivery and overall customer satisfaction.
- Interact with customers and prospects to understand their business challenges and engage in pre-sales process.
- Build strong working relationships with cross functional teams to ensure alignment between pre and post sales activities.
- Responsible for planning and delivering solution demonstrations to large Enterprises.
- Must be able to think on the fly, and adapt to changes, listen to prospect pain points, and respond with relevant technical and solution options, and teach others how to do so.
- Listen carefully to prospects and clients to provide market feedback to the Product team and help prioritize functionality needed to drive sales opportunities.
- Collect and organizes feedback from new business and customer sales opportunities, employees, product features, competition, processes, and methodologies.
- Work with cross functional teams, product management, services, and other organizations to ensure alignment, provide process and product feedback, and resolve critical customer situations.
- Assist, as needed, with industry speaking engagements or seminars
- Partner with Operations and HR to outline staffing needs.
- Define and refine ongoing Solution Consulting processes.
- Create effective training documentation.
- Ensure that business is conducted with integrity at all times and that behavior aligns with iCIMS policies, procedures, and core competencies.
- Exemplifies professional behaviors consistently and aligned with iCIMS’ core competencies.
- Understand industry best practices and future trends and apply to processes, presenting recommendations as necessary for the company to remain compliant and competitive systems.
- Ensure process documents are complete, current, communicated and stored appropriately.
- Establish and maintain an annual budget staying within spending parameters.
Qualifications- 5+ years of professional Presales experience of enterprise software products & 5 years professional managerial experience (preferably in the HR, HCM, Software-as-a-Service or technology industries) with a similar scope.
- Experience in complex / large-scale enterprise sales processes.
- Strong presentation and demonstration skills to both business and technical audiences + Excellent written and oral communication skills. Extremely well organized.
- Track record of success in a highly metrics-driven organization.
- Strong customer commitment and demonstrated experience establishing a “Customer Obsessed” culture in support of all the business functions of a fast-paced company.
- Ability to collaborate across departments and influence senior leaders where appropriate.
- Experience guiding high performing virtual teams with demonstrated ability to evaluate, mentor and develop talent.
- Ability to motivate and challenge a global virtual team.
- Experience balancing multiple clients and competing priorities.
- Excellent communication (written and verbal), with the proven ability to effectively translate complex ideas and tailor key messages to multiple audiences.
- Exceptional interpersonal skills with a high degree of approachability and the ability to work seamlessly in a team-oriented environment.
- Ability to drive and manage systems/process change agenda as required.
- Strong results orientation with a proven track record of flawless execution and strong attention to detail.
- Demonstrated flexibility, resilience and creativity when solving for complex issues.
Preferred- BA/BS preferred or equivalent combination of education and work experience in related field
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 range for the role is between $250,000 - $350,000 OTE (80% / 20% split), 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
