Enterprise Client Director - Major Accounts

Workiva Inc.•St. David's, IL

About The Position

The Enterprise Client Director is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Enterprise Client Directors 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 and expansions within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and 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

Nice To Haves

Shown consistency of performance as a top performer
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
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

Responsibilities

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 (in partnership with Solution Consulting Team) 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