Solution Sales Executive - Governance, Risk, and Compliance

Workiva • MA

101d • $143,000 - $230,000

About The Position

This Solution Sales Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers. Solution sellers are focused on a specific portfolio of Workiva solutions and collaborate with other Workiva 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. This solution sales role will be focused on Workiva’s Governance, Risk, and Compliance suite of solutions (GRC) for the Corporate Commercial team.

Requirements

• 4 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 experience and education in a related field

Nice To Haves

• 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

Responsibilities

• Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
• 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
• Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
• Guide the sales process to closure by demonstrating the value propositions of Workiva
• Regularly update customer relationship management tools
• Provide consistent and accurate forward-looking information through pipeline assessment
• Strategically plan and execute sales strategy with purposeful action to complete the sale
• 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

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees