Chief of Staff
Henry Schein
Enterprise Client Director – Major Accounts
Workiva
full-time
Posted on:
Origin: • 🇺🇸 United States • Florida, Illinois, Pennsylvania
Visit company websiteJob Level
Lead
About the role
- Obtain new business through customer expansion sales opportunities from Executive-level buyers and influencers
- Focus on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across largest customer accounts
- Build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory
- Attain sales growth through new customer subscriptions, professional services, delivery and training
- Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
- Present to customers using needs analysis to deliver compelling demonstrations of the Workiva platform
- Handle objections and remove obstacles to gain commitment
- Guide the sales process to closure by demonstrating Workiva value propositions
- Regularly update customer relationship management tools with customer contacts
- Provide consistent and accurate sales forecasts through pipeline assessment
- Plan and execute sales strategy and prioritize selling activities
- Gather internal support and optimize internal resources when pursuing accounts
- Maintain a strong knowledge of Workiva solutions through ongoing training
Requirements
- 10 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
- Bachelor's degree or equivalent relevant career experience
- Shown consistency of performance as a top performer
- Capability for achieving (and exceeding) sales quota targets
- Understanding of the Software as a Service (SaaS) business model
- 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
- Up to 30% travel for regular customer meetings and events
- Reliable internet access required for any period of time working remotely and not in a Workiva office
- Required to undergo comprehensive security and privacy training tailored to their roles
