Senior Account Executive - Local Government

Workiva Inc.

14d•Remote

About The Position

This Senior Account Executive will be responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers within Local Government 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.

Requirements

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
Up to 50% Travel
Reliable internet access for any period of time working remotely, not in a Workiva office

Nice To Haves

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

Responsibilities

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