Solution Sales Executive – Carbon
Workiva
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $143,000 - $230,000 per year
Job Level
Mid-LevelSenior
About the role
- Execute pre-sales framework to engage customers, prospects, and partners via virtual and onsite meetings, drive the discovery process, lead product demonstrations, and identify areas where Workiva solutions align to address customer/prospect needs
- Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
- Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform
- Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges
- Lead the sales process naturally - guiding it to a close 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 execute a sales strategy with purposeful action to secure the sale
- Rally internal support to pursue an account and optimize internal resources
- Prioritize selling activities and ensure timely follow-through
- Assist in developing new use-cases or by using existing templates providing proof of our solution's impact and value proposition
- Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
- Share knowledge, successes, lessons learned and best practices with peers across teams
- Work with Sales, Product, Product Marketing, Client Services, Scoping, and Customer Success to achieve team and company goals
Requirements
- 4+ years experience in a related role - sustainability sales and/or consulting
- 1+ years of experience with enterprise carbon accounting
- 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 an ability to understand complex business challenges
- Executive presence and an 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
- Demonstrated experience navigating and delivering sales success across large, enterprise organizations
- Ability to negotiate pricing with a focus on retaining value
- Capability for achieving (and exceeding) sales quota targets
Benefits
- On Target Earnings (OTE) range in the US: 143,000.00 - 230,000.00 USD Annual
- Eligible for commission based on sales performance
- Restricted Stock Units granted at time of hire
- 401(k) match and comprehensive employee benefits package
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
enterprise carbon accountingsales strategy developmentsales pipeline analysisdemonstrating software applicationsnegotiating pricingsales forecastingpre-sales framework executioncustomer relationship management (CRM)SaaS business model understandinguse-case development
Soft skills
executive presencestrong business acumencommunication at senior levelability to manage multiple sales cyclesproblem-solvingcollaborationobjection handlinggrowth mindsetknowledge sharingtimely follow-through