Responsibilities
• Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities
• Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions
• Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
• Lead the sales process naturally - guiding it to closure by effectively showcasing Workiva's value proposition
• Regularly and promptly update customer relationship management tools to report customer contacts
• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
• Develop and deliver strategic account planning with purposeful action to secure sales success
• Rally internal support to pursue an account and optimize internal resources
• Prioritize selling activities and ensure timely follow-through
• Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
Requirements
• 6+ years experience in a related role - enterprise technology or similar complex solution sales hunting large customer New Logos
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Understanding of the Software as a Service (SaaS) business model
• Ability to demonstrate complex software applications
• Demonstrated experience navigating and delivering sales success across large, enterprise organizations
• Strong business acumen and ability to understand complex business issues
• Executive presence; ability to communicate at the most senior level
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle.
• Ability to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing with a focus on retaining value
• Capability for achieving (and exceeding) sales quota targets
