Commercial Leader, Managed Services

Varian Medical Systems, Inc. Palo Alto, CA
Job Description

The Commercial Services Leader will report directly to the Senior Director of Oncology Software Managed Services and will be a key member of the leadership team. This role will be the single point of accountability for all revenue generating activities of our Managed Services (FullScale) business and will be instrumental in ensuring we meet and exceed profitability targets.

The Commercial Services Leader will play a crucial role in (a) developing the pricing and business model for products within the Managed Services portfolio, (b) understanding BOM's and working with other members of the Managed Services Leadership team to ensure all costs are not only captured, but identify ways to lower cost of delivery, (c) working across the organization to define timing and sequence of market deployments, and (d) ensuring that sales, marketing, customer management and IT across VOS have alignment with revenue targets. Success metrics will include driving deal profitability, ensuring all regulatory and legal issues have been identified across geography's, and support sales and marketing efforts in the different Geo's.

This role will require the ability to effectively manage a team of direct reports as well as work across the organization at all levels to evangelize and garner support for the vision and direction of the Oncology Software Managed Services organization. Other parts of the organization will look to this person as a trusted business partner who will be a key influencer on all business and revenue drivers, commercial execution, and strategic alignment with Varian's corporate objectives. As such, a high degree of collaborative influence and teaming will be essential for success in this role.

Success will require experience with, and a thorough understanding of, Managed Services pricing, deployment methodology and cost impacts, and customer (national and international) needs.

The ideal candidate has a thorough understanding of SaaS/Managed Services solutions and is a proven influencer across all levels of the company. He/she has seasoned people-manager experience (direct or indirect), proven track record for collaborative influence across organizations, and demonstrated experience as a change agent for initiatives that encompass substantial change impacting people, process, and technology.

Preferred locations are Palo Alto, CA or Atlanta, GA; other locations may be considered.

Job Requirements


Minimum Requirements

10 years of related experience building and deploying business models for SaaS / Managed Services solutions

5 years of experience managing teams of high achievers

Experience and strength working in a matrix-style organization with cross-functional accountability and influence

Bachelor's Degree or equivalent in a Business / Finance / Technical field. Advanced degree preferred

Strong Software sales experience and an understanding of the difference between product sales and a consultative sales approach

Excellent Customer relationship and sales skills

Desired Experience/Skills

Intimate understanding for why customers purchase software managed services and the various pricing models that exist within the Managed Services / SaaS ecosystem

Strong financial modeling skills, including understanding of various pricing strategies

Experience in Managed Services / SaaS solutions sufficient to build credibility and trust among customers and sales people

Familiarity with and experience delivering on large-scale enterprise IT solutions