Position Overview
The Sales Enabler will be responsible for ensuring the fields sales organization is well equipped with the content, training, knowledge of available resources, and core curriculum necessary to effectively sell at Intelex. The successful candidate will combine a solid understanding of sales and marketing dynamics with the ability to synthesize field requirements and corporate resources into a comprehensive sales development plan. As a member of the Intelex Sales Team, a key responsibility will be for the training and mentoring of new sales personnel (both Mid-Tier and Enterprise sales teams) on sales policies, process, and tools to ensure they are ready to start generating sales and productive members of the sales team within a relatively short time period.
The selected candidate should be comfortable working in a fast-paced, customer-focused environment.
Responsibilities and Deliverables
With more than 850 clients and 750,000 system users across dozens of industries, Intelex Technologies Inc. is a leading global provider of environment, health & safety (EHS), quality and business performance management software.
Trusted for more than two decades, Intelex's scalable, web-based platform and suite of EHS, quality and business performance applications have helped clients across all industries improve performance, reduce risk, streamline their business processes and ensure sustained compliance with internationally accepted standards and regulatory requirements.
Intelex continues to win an array of accolades, having been named one of Canada's Best Managed Companies, as well as ranking in the Deloitte Technology Fast 500 North America for five consecutive years and Deloitte Technology Fast 50 North America for three years. Intelex was included on the GTA’s Top Employers exclusive list for three years in a row and Best Employers in the GTA for two years; the results were published in The Globe and Mail and Toronto Star. Intelex was also named one of Canada's 50 Best Small and Medium Employers two years in a row and ranked in the Great Place to Work in Canada list for the past two years.
The Sales Enabler will be responsible for ensuring the fields sales organization is well equipped with the content, training, knowledge of available resources, and core curriculum necessary to effectively sell at Intelex. The successful candidate will combine a solid understanding of sales and marketing dynamics with the ability to synthesize field requirements and corporate resources into a comprehensive sales development plan. As a member of the Intelex Sales Team, a key responsibility will be for the training and mentoring of new sales personnel (both Mid-Tier and Enterprise sales teams) on sales policies, process, and tools to ensure they are ready to start generating sales and productive members of the sales team within a relatively short time period.
The selected candidate should be comfortable working in a fast-paced, customer-focused environment.
Responsibilities and Deliverables
- Working closely with Intelex Learning & Development Group (L&D) to ensure all new sales personnel complete corporate onboarding and sales enablement training program within first eight weeks.
- Conduct the majority of training/mentoring for new sales personnel leveraging experts from outside the sales departments to augment course material.
- Provide regular performance progress report to sales management team on each new hire with a supporting development plan.
- Training topics to be covered by initial sales enablement program will include the following:
- Intelex sales process
- Environmental, Health, Safety & Quality (EHSQ) issues addressed by software offering
- Collecting and documenting Prospects requirements
- Mapping of requirements to product offering
- Proper demonstration techniques
- Available Sales/marketing collateral
- Preparation of quotations and proposals
- How to use Sales Tools (e.g., Salesforce for CRM) and reporting requirements
- Intelex Sales policies/rules
- Support ongoing learning for existing sales team by ensuring they understand the all sales policies, processes, and use of technology; they have completed product training and any specific individual coaching work to be done to close gaps in capabilities
- Determines additional training needs by observing sales team performance and sales results, conferring with sales management and recommending solutions to improve overall team productivity and results.
- Ensure sales team regularly attends all internal training (for example PEP - product knowledge training initiatives
- Manage field team communications, including product updates and videos
- Assist in the development of the sales enablement plan and calendar for sales activities throughout the year.
- Ensure alignment of sales enablement activities with key internal and external events – such as key product releases, company training (i.e. PEP), industry tradeshows etc.
- Understand and abide by all security and operational policies
- Reinforce Intelex values and corporate culture at every opportunity
- This position will require very little travel
- Ensure new Intelex sales personnel are ready to start to sell within a period of eight weeks.
- Ensure existing sales personnel receive periodic updates on key information related to sales process, procedures, collateral and tools.
- Reports to the EVP Sales, Marketing & Alliances
- Works closely with VP Mid-Tier, VP Enterprise and Sectorial VPs
- Minimum of 5 years’ experience in sales readiness or sales enablement role at a software company; prior direct sales experience in a software environment
- Certification in a pertinent Sales Process a benefit
- Prior experience working with Salesforce CRM software
- Logical problem-solving approach, ability to clearly communicate business problems and proposed solutions to the customer
- Strong interpersonal and communication skills, with the ability to present in a group setting
- Deep understanding of marketing and sales readiness activities
- Strong sales knowledge and broad experience building relationships
- Excellent program management and project management skills
- Self-motivated to develop and maintain skill set and product knowledge.
- Professional self-starter, able to work collaboratively with others
With more than 850 clients and 750,000 system users across dozens of industries, Intelex Technologies Inc. is a leading global provider of environment, health & safety (EHS), quality and business performance management software.
Trusted for more than two decades, Intelex's scalable, web-based platform and suite of EHS, quality and business performance applications have helped clients across all industries improve performance, reduce risk, streamline their business processes and ensure sustained compliance with internationally accepted standards and regulatory requirements.
Intelex continues to win an array of accolades, having been named one of Canada's Best Managed Companies, as well as ranking in the Deloitte Technology Fast 500 North America for five consecutive years and Deloitte Technology Fast 50 North America for three years. Intelex was included on the GTA’s Top Employers exclusive list for three years in a row and Best Employers in the GTA for two years; the results were published in The Globe and Mail and Toronto Star. Intelex was also named one of Canada's 50 Best Small and Medium Employers two years in a row and ranked in the Great Place to Work in Canada list for the past two years.
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