Senior Account Executive - SLED

The Senior Account Executive - SLED will be responsible for obtaining new business and/or customer expansion sales opportunities from executive-level buyers and influencers within State, Local, Higher Education, & Non-Profit customers.  Senior Account Executives are focused on selling Workiva’s core platform and collaborate with Workiva Solution Sales teams to deliver multi-solution sales. Successful 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.

What You’ll Do

• Actively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities

• Present 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

• Handle 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

• Close Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition

• Report Customer Contacts: Updates customer relationship management tools regularly and timely

• Forecast Sales: Provides consistent and accurate forward-looking information though pipeline analysis

• Plan Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale

• Optimize Internal Resources: Gathers internal support to pursue an account

• Prioritize selling activities and follows through in a timely fashion

• Maintain a strong knowledge of Workiva solutions through a commitment to ongoing training

What You'll Need

Minimum Qualifications

• 6+ years sales experience in a related role selling enterprise technology, Software as a Service (SaaS) or similar complex solution sales to the SLED market

• Undergraduate Degree or equivalent combination of knowledge and related career experience

• Experience with MEDDPICC, Command of the Message, or similar sales methodologies

 
Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model

• Experience selling to office of the CFO and/or CIO at SLED customers

• Ability to demonstrate complex software applications

• Strong business acumen and 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

Travel Requirement & Working Conditions

• Up to 50% Travel

• Reliable internet access for any period of time working remotely, not in a Workiva office