Note: The job is a remote job and is open to candidates in USA. Workiva is a company that provides a platform designed to bring confidence and control to complex organizations. The Account Executive - SLED role focuses on obtaining new business and expanding customer relationships within the State, Local, Higher Education, and Non-Profit sectors by selling Workiva’s core platform and collaborating with internal sales teams.
Responsibilities
- Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
- Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions
- Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution
- Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition
- Reports Customer Contacts: Updates customer relationship management tools regularly and timely
- Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis
- Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
- Optimizes Internal Resources: Gathers internal support to pursue an account
- Prioritizes selling activities and follows through in a timely fashion
- Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training
Skills
- 4+ years sales experience in a related role selling to Executive-level buyers in the State, Local, or Higher Education sectors
- Undergraduate Degree or equivalent combination of knowledge and related career experience
- Experience with MEDDPICC, Command of the Message, or similar sales methodologies
- Understanding of the Software as a Service (SaaS) business model
- Experience selling to office of the CFO and/or CIO
- Ability to demonstrate complex software applications
- 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
Benefits
- Eligible for commission based on sales performance
- Restricted Stock Units granted at time of hire
- 401(k) match and comprehensive employee benefits package
- Up to 50% Travel
- Reliable internet access for any period of time working remotely, not in a Workiva office
- Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
Company Overview
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