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Client Solutions Partner

2 months ago

Canada Fortive Full time

Job Summary

The Client Solutions Partner will play a critical role in supporting the Sales team by securing the technical close in Environmental, Health, Safety, and Quality (EHSQ) solutions. This individual will collaborate with Sales, Professional Services, Product Engineering, and technical support resources to ensure the preparation, review, and approval of software and services estimates that accurately address customer needs and reduce risk and non-billable service time.

Key Responsibilities

  • Generate software and services revenue while meeting assigned targets for sales growth in assigned product lines, market areas, channel, or teams supported.
  • Work 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 scope the technical solution required to address customer requirements, assess customers' met and unmet needs, and recommend solutions that optimize value for both the customer and the firm.
  • Secure input from all necessary solution stakeholders within the organization and adapt solutions as necessary to ensure appropriate support.
  • Coordinate closely with internal sales and service resources to align solution design with customers' business requirements.
  • Secure commitments from customer technical staff to ensure a deal's technical close.
  • Participate 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.
  • Authorize delivery of Statements of Work (SOWs) and other services proposals while working with Sales on best practices, delivery success stories, and services estimations.
  • Conduct careful and timely reviews of all service quotes to ensure overall accuracy and reduce non-billable service time.
  • Prepare pre-sales project plans and other supporting documentation, such as scopes of work and preliminary project schedules.
  • Facilitate project hand-off/client hand-off meetings between Sales and Professional Services for closed accounts, best practices, and to improve the estimation of services.
  • Assist the sales team in reviewing and responding to tender documents, pre-qualification questionnaires, and Requests for Proposals (RFQs, RFPs, RFIs).
  • Support company churn goals through delivery of software demonstrations to existing clients to re-communicate the value proposition of their existing application landscape.
  • Provide 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 may be required, with expected travel ranging from 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/RFQs.
  • Ability to communicate with 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 a skill set and product knowledge.
  • Professional self-starter, able to work collaboratively with others.
  • Bilingualism is considered an asset.
  • Understanding of Environmental, Health, Safety, or Quality is considered an asset.

Technical Competencies

  • Proficient in Microsoft Office (Word, PowerPoint, Excel, Publisher).
  • Product certification, engineering credential, or equivalent technical credential is 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.