Position Overview

As a member of the Shared Services function, the Client Partner supports Sales by securing the “technical close” in Environmental, Health, Safety and Quality (EHSQ) solutions. The Client Partner collaborates with Sales, Professional Services, Product Engineering, and technical support resources to ensure preparation, review and approval of software and services estimates that accurately address customer needs along with the proper level of effort and solution fit, reducing risk and non-billable service time.

Responsibilities and Deliverables

• Responsible for helping generate software and services revenue while meeting assigned targets for sales growth in assigned product lines, market areas, channel, or teams supported.

• Works extensively with enterprise clients across multiple industries to facilitate discovery sessions, drive requirement gathering and translate business needs into successful implementation outcomes leveraging the Intelex software

• Proactively scopes the technical solution required to address customer requirements, assesses customers’ met and unmet needs, and recommends solutions that optimize value for both the customer and the firm.

• Secures input from all necessary solution stakeholders within the organization. Adapts solutions, as necessary, to ensure appropriate support.

• Coordinates closely with internal sales and service resources to align solution design with customers’ business requirements.

• Secures from customer technical staff commitments needed to ensure a deal’s “technical close.”

• Participates in both onsite and online pre-sales presentations with members of the sales team; preparing and delivering customer presentations and demonstrations of the software, articulately and confidently

• Accountable for authorizing delivery of Statements of Work (SOWs) and other services proposals while working with Sales on best practices, delivery success stories and services estimations.

• Conducts careful and timely reviews of all service quotes with the goal to review overall accuracy and reduce non-billable service time

• Prepares pre-sales project plans and other supporting documentation such as scopes of work, and preliminary project schedules.

• Facilitates project hand-off/client hand-off meetings between Sales and Professional Services for closed accounts, best practices and to improve the estimation of services.

• Assists the sales team in reviewing and responding to tender documents, pre-qualification questionnaires and Requests for Proposals (RFQs, RFPs, RFIs)

• Actively supports company churn goals through delivery of software demonstrations to existing clients to re-communicate the value prop of their existing application landscape

• Provides ongoing feedback on the process improvement of the review, preparation and confirmation of service estimates.

• Travel to client locations within Canada, the United States and occasional international travel required. Expected travel – 10-40%.

Organizational Alignment

• Reports to the Senior Director, Shared Services

Qualifications

Skills & Work Traits

• Understanding of the software implementation project lifecycle.

• Knowledge on responding to and analyzing RFP/RFI/RFQ’s.

• Ability to communicate various internal and external parties such as clients, vendors, employees and executives.

• Strong written and verbal skills; including the ability to present technical issues to a non-technical audience.

• Results driven with a proven ability to project a positive sales attitude.

• Ability to understand business needs in order to align the business need into system capabilities.

• Demonstrated interpersonal and communication skills, with the ability to present in a group setting.

• Self-motivated to develop and maintain skill set and product knowledge.

• Professional self-starter, able to work collaboratively with others.

• Bilingualism considered is considered an asset.

• Understanding of Environmental, Health, Safety or Quality considered an asset.

Technical Competencies

• Proficient in Microsoft Office (Word, PowerPoint, Excel, Publisher).

• Product certification, engineering credential, or equivalent technical credential considered an asset

Experience

• 5+ years of experience in Services or Software sales, Project Management, or Consulting role.

• Experience presenting and negotiating services or software proposals.

• Experience implementing software solutions.

Education

• Bachelor’s Degree or College Diploma in Computer Science/Information Systems, or equivalent experience

Other Requirements

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

Company Overview

With more than 1000 clients and one million users, Intelex Technologies Inc. is a global leader in Environmental, Health, Safety (EHS) and Quality 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 and OHSAS 18001) and regulatory requirements. Intelex is one of Canada’s most highly awarded and fastest-growing tech companies and has been named one of Canada’s Most Admired Corporate Culture, Best Managed Companies in Canada, one of the fastest growing companies in PROFIT Magazine, as well as one of the country’s top employers by Aon Hewitt and Best Small and Medium Employers. For more information, visit www.intelex.com

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

Fortive: For you, for us, for growth.

We are an Equal Opportunity Employer

Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.