Description du poste
Workiva Inc. is a global software-as-a-service (SaaS) company that provides a cloud-based platform for transparent reporting, enabling organizations to manage financial, ESG, and GRC data. This Senior Account Executive - Corporate Financial Services Team is responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers in the Financial Services vertical, with a focus on Insurance and Investment customers. Senior Account Executives are focused on selling Workiva’s core platform and collaborate with other 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. What You’ll Do: - Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline - Partner with the Solutions Consulting Team to utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform - Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges - Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition - Regularly and promptly update customer relationship management tools to report customer contacts - Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales - Develop and execute a sales strategy with purposeful action to secure the sale - Rally internal support to pursue an account and optimize internal resources - Prioritize selling activities and ensure timely follow-through - Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset - Share knowledge, successes, lessons learned and best practices with peers across teams
Profil recherché
- 6+ years sales experience in a related role selling to Executive-level buyers - enterprise technology, Software as a Service (SaaS) or similar complex solution sales - Undergraduate Degree or equivalent combination of knowledge and related career experience - Understanding of the Software as a Service (SaaS) business model (Preferred) - Experience selling to Investment Customers (Preferred) - Experience selling to customers in the Insurance vertical and familiarity with NAIC, insurance statutory reporting, etc. (Preferred) - Experience selling to the office of the CFO (Preferred) - Ability to demonstrate complex software applications - Demonstrated experience navigating and delivering sales success across enterprise organizations - Strong business acumen and ability to understand complex business challenges - 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