Strategic Account Director, Nordics

Position Overview

Intelex has a global presence with a diverse client base around the world and this is an exciting opportunity to drive the success of Intelex’s European expansion.

The Strategic Account Director, Nordics will focus on driving new, complex, high value sales opportunities within the Nordic region. This role requires the orchestration and deployment of corporate-wide resources across the EMEA and global teams to provide comprehensive services and solutions to the assigned target market.

We are looking for someone with extensive experience of selling to both large organizations with a global presence as well as mid-size businesses with a strong local connection. You will be tasked with generating new business via a strategic approach to your territory and a focus on target account management and pipeline generation. This role requires the orchestration of often complex sales processes to address global business needs and deliver significant client value, liaising with multiple stakeholders and a diverse Intelex team. We are looking for someone with a proven track record of selling to business leaders and executives, constructing win-win proposals and the knowledge to negotiate with finance and legal on complex contracts.

Responsibilities and Deliverables

• Establish strategic customer interactions through focused and creative communication plans
• Build and maintain account plans to establish business case for engaging accounts
• Create and implement both short- and long-term plans that meet the needs and expectations of assigned accounts
• Continually prospect and network for new leads using your own network and our internal Business Development team
• Follow up with inbound and outbound leads provided by that team
• Work in collaboration with our Marketing and Customer Success teams to continually look for ways that we can drive revenue
• Coordinate multiple internal teams to respond to RFPs
• Conduct high-level conversations with C and VP level executives to address business needs
• Develop strong customer relationships with key personnel in assigned customer accounts that allow Intelex to maximize the business value derived from this customer segment
• Build, foster and facilitate strong, account-focused internal virtual team(s) to address specific account opportunities that delivers a strong customer-centric service model across all facets of the customer engagement
• Utilize solution selling techniques to effectively guide sales process to close
• Work strategically with the Sales Leaders in the assigned territory to deliver forecasts
• Meet assigned targets for profitable sales growth and strategic objectives within assigned accounts
• Track and report all prospecting and sales activities in Salesforce along with predictable sales forecasts
• Actively build product knowledge to ensure a high level of literacy on the Intelex system as well as new functionality
• Retain responsibility for overall customer experience with Intelex both pre- and post-sale
• Be prepared for some travel to locations within Europe as required

Organizational Alignment

• Reports to the Director of Sales, EMEA
• Enlists support of executive management, Sales management, Professional Services implementation resources, Customer Success and Support resources as required

Qualifications

Skills & Work Traits

Required:

• You are capable of leading multi-discipline sales team through a defined selling process with global, multi-level, high value, complex accounts
• You are driven, possess a positive attitude and have a track record for exceeding targets 
• You are comfortable working in a fast-paced, rapidly evolving environment 
• You can engage, negotiate, discuss and present with Business Leaders and Executives 
• You have a track record of earning the trust of prospects, vendors, employees and executives in large, complex businesses
• You possess excellent communication skills with consultative professional business acumen
• You have a good working knowledge of SaaS business models and software sales cycles
• You have demonstrated the ability to define solutions with clear value propositions providing tangible ROI to their business 
• You can provide a positive customer experience with measurable results that demonstrate quality customer care and the ability to proactively build relationships and trust with customers
• You have a firm understanding of SaaS contracts and agreements and can negotiate at a senior level
• You are a collaborator and understand its value in driving team success
• You possess strong problem-solving skills and attention to detail 

Technical Competencies

Preferred:

• Prior experience working with Salesforce preferred
• Strong understanding of software, Support, and services contracts and agreements
• Understanding of the Environmental, Health & Safety, or Quality industry (considered an asset)
• Understanding of ISO Quality, Environmental, Safety and Business Performance Management, TS16949, AS9100 (considered an asset)

Experience

Preferred:

• 7-10 years of previous software and service sales experience, specifically aligned to strategic or key accounts in a defined territory
• Previous track record in working with Business Development and Marketing to drive both net new business and uncover upsell opportunities within existing customers
• Experience of account development and strategic selling via a formal sales process 
• Experience in consultative sales, with the ability to develop technical value propositions

Education

Preferred

• Completion of Post-Secondary education in a related field.

Other Requirements

• Please note that this role requires a satisfactory Criminal Background Check and Public Safety Verification

Company Overview

With more than 1,300 clients and 1.6 million users, Intelex Technologies, ULC is a global leader in environmental, health, safety and quality (EHSQ) management software. Since 1992 its scalable, web-based platform and applications have helped clients across all industries improve business performance, mitigate organization-wide risk, and ensure sustained compliance with internationally accepted standards (e.g., ISO 9001, ISO 14001, ISO 45001 and OHSAS 18001) and regulatory requirements. Intelex is one of North America’s fastest-growing tech companies who has recently been recognized as a Great Place to Work for over 7 years, Best Workplace in Technology, Best Workplace for Millennials and Canadian HR Team for fewer than 500 employees and has been recipient of Waterstone’s Most Admired Corporate Cultures award, and Deloitte’s Best Managed Companies award. For more information, visit https://www.intelex.com/careers or see what our employees are saying by following our #ProudIntelexian hashtag.