divh2Account Executive - SLED/h2pThe Account Executive - SLED is responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers with our State, Local, Higher Education,
Non-Profit customers. Account Executives are focused on selling Workivas core platform and collaborate with Workiva Solution Sales teams to deliver multi-solution sales./ppSuccessful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training./ph3What Youll Do/h3ulliActively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities/liliPresents 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/liliHandles 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/liliCloses Sales: Naturally leads the sales process to a close by demonstrating Workivas value proposition/liliReports Customer Contacts: Updates customer relationship management tools regularly and timely/liliForecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis/liliPlans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale/liliOptimizes Internal Resources: Gathers internal support to pursue an account/liliPrioritizes selling activities and follows through in a timely fashion/liliMaintains a strong knowledge of Workiva solutions through a commitment to ongoing training/li/ulh3What Youll Need/h3ulli4+ years sales experience in a related role selling to Executive-level buyers in the State, Local, or Higher Education sectors/liliUndergraduate Degree or equivalent combination of knowledge and related career experience/liliExperience with MEDDPICC, Command of the Message, or similar sales methodologies/li/ulh3Preferred Qualifications/h3ulliUnderstanding of the Software as a Service (SaaS) business model/liliExperience selling to office of the CFO and/or CIO/liliAbility to demonstrate complex software applications/liliStrong business acumen and ability to understand complex business issues/liliExecutive presence; ability to communicate at the most senior level/liliAbility to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle/liliAbility to manage multiple complex sales cycles simultaneously/liliAbility to negotiate pricing with a focus on retaining value/liliCapability for achieving (and exceeding) sales quota targets/li/ulh3Travel Requirement
Working Conditions/h3ulliUp to 50% Travel/liliReliable internet access for any period of time working remotely, not in a Workiva office/li/ulh3How Youll Be Rewarded/h3pOn Target Earnings (OTE) range in the US: $172,000.00 - $276,000.00 Annual/ppEligible for commission based on sales performance/ppRestricted Stock Units granted at time of hire/pp401(k) match and comprehensive employee benefits package/ppThe salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors./ppEmployment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic./ppWorkiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com./ppWorkiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards./ppWorkiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment./p/div
Non-Profit customers. Account Executives are focused on selling Workivas core platform and collaborate with Workiva Solution Sales teams to deliver multi-solution sales./ppSuccessful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training./ph3What Youll Do/h3ulliActively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities/liliPresents 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/liliHandles 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/liliCloses Sales: Naturally leads the sales process to a close by demonstrating Workivas value proposition/liliReports Customer Contacts: Updates customer relationship management tools regularly and timely/liliForecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis/liliPlans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale/liliOptimizes Internal Resources: Gathers internal support to pursue an account/liliPrioritizes selling activities and follows through in a timely fashion/liliMaintains a strong knowledge of Workiva solutions through a commitment to ongoing training/li/ulh3What Youll Need/h3ulli4+ years sales experience in a related role selling to Executive-level buyers in the State, Local, or Higher Education sectors/liliUndergraduate Degree or equivalent combination of knowledge and related career experience/liliExperience with MEDDPICC, Command of the Message, or similar sales methodologies/li/ulh3Preferred Qualifications/h3ulliUnderstanding of the Software as a Service (SaaS) business model/liliExperience selling to office of the CFO and/or CIO/liliAbility to demonstrate complex software applications/liliStrong business acumen and ability to understand complex business issues/liliExecutive presence; ability to communicate at the most senior level/liliAbility to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle/liliAbility to manage multiple complex sales cycles simultaneously/liliAbility to negotiate pricing with a focus on retaining value/liliCapability for achieving (and exceeding) sales quota targets/li/ulh3Travel Requirement
Working Conditions/h3ulliUp to 50% Travel/liliReliable internet access for any period of time working remotely, not in a Workiva office/li/ulh3How Youll Be Rewarded/h3pOn Target Earnings (OTE) range in the US: $172,000.00 - $276,000.00 Annual/ppEligible for commission based on sales performance/ppRestricted Stock Units granted at time of hire/pp401(k) match and comprehensive employee benefits package/ppThe salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors./ppEmployment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic./ppWorkiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com./ppWorkiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards./ppWorkiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment./p/div