The Strategic Account Executive is responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers in either private or publicly traded companies. Strategic Account Executives are focused on selling Workiva's core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts.
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 seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
- Present to Customers: Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions
- Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
- Close Sales: Guide the sales process to closure by demonstrating the value propositions of Workiva
- Report Customer Contacts: Regularly update customer relationship management tools
- Forecast Sales: Provide consistent and accurate forward-looking information through pipeline assessment
- Plan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale
- Optimize Internal Resources: Gather internal support for pursuing an account
- Prioritize selling activities and follow through in a timely fashion
- Maintain a strong knowledge of Workiva solutions through ongoing training
What You'll Need
Minimum Qualifications
- 6 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
- Undergraduate Degree or equivalent combination of knowledge and related career experience
Preferred Qualifications
- Experience selling to senior executives
- 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
- Capability for achieving (and exceeding) sales quota targets
Travel Requirements and Working Conditions
- Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests
- Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements
Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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