Strategic Account Director, DACH (Reading)

Job Department: 
Sales

Position Overview

The Strategic Account Director, DACH will focus on driving new, complex, high value sales opportunities within the DACH 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. 

Responsibilities and Deliverables

  • Meet revenue quotas and achieve key performance metrics and goals as assigned
  • Develop a business plan and sales strategy for the DACH region to measure the attainment of sales goals
  • Partner with the Business Development Team to strategically prospect in the DACH region to ensure pipeline creation
  • Complete strategic customer account plans that meet company standards
  • Conduct high-level conversations with C and VP level executives to address business needs
  • Establish strategic customer interactions through focused and creative communication plans
  • Develop strong customer relationships with key stakeholders in assigned customer accounts that allow Intelex to maximise 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 deliver a strong customer-centric service model across all facets of the customer engagement
  • Ensure that strategic customers understand the value of a strategic account relationship with Intelex and foster a relationship with the Intelex Customer Success team
  • Negotiate pricing and business terms with the customer, working with internal stakeholders in Legal and Finance
  • Take responsibility for overall customer “experience” with Intelex
  • Ensure high forecasting accuracy and consistency
  • Travel to locations within Europe as required and occasional wider international travel

Organizational Alignment

  • Reports directly to the Director of Sales, EMEA
  • Enlists support of executive management, sales management, sales specialists, professional services implementation resources and support resources as required

Skills & Work Traits

Required:

  • Native, Bilingual or Full Professional Proficiency German speaker 
  • Ability to learn, understand and deliver Intelex’s unique value propositions 
  • Ability to interact with customers of all levels in a professional manner via face to face, phone and email mediums 
  • Ability to lead multi-discipline sales team through a defined selling process; multi-level, high value, complex accounts 
  • Capable of providing a positive customer experience with measurable results that demonstrate quality customer care and the ability to proactively build relationships and trust with customers 
  • Excellent writing, discovery and presentation skills 
  • Collaborative mindset, humble, and hardworking in approach 
  • Ability to prioritise and manage multiple issues/projects simultaneously and communicate status and resolution effectively and in a timely manner 
  • Capacity to work in a fast-paced, often changing environment 

Preferred:

  • Ability to maintain focus and composure with frequent interruptions
  • Strong problem-solving skills and attention to detail

Technical Competencies

Required:

  • Knowledge of SaaS business model and Software Sales Cycle 
  • Strong understanding of software, Support, and services contracts and agreements

Preferred:

  • Prior experience working with CRM software and forecasting tools, Salesforce experience preferred
  • Good understanding of enterprise application requirements / architecture
  • Business knowledge of SQL and/or other database technology 
  • Understanding of the Environmental, Health & Safety, or Quality industry
  • Understanding of ISO Quality, Environmental, Safety and Business Performance Management, TS16949, AS9100 

Experience

  • 7 + years’ experience of Software Sales aligned to new business or Key Accounts selling
  • Previous successful track record working in a new business sales environment and meeting or overachieving against sales targets
  • Previous track record in prospecting new business development in a developing territory 

Preferred:

  • 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

  • Completed post-secondary education in a related field.

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  

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