Account Executive – State, Local & Education
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Job Description
Sales Executive driving customer acquisition for Workiva's platform in State, Local, Higher Education, & Non-Profit sectors. Building relationships and generating sales opportunities with executive-level buyers.
Responsibilities:
- Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
- 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
- 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
- Naturally leads the sales process to a close by demonstrating Workiva’s value proposition
- Updates customer relationship management tools regularly and timely
- Provides consistent and accurate forward-looking information though pipeline analysis
- Plans and executes sales strategy with purposeful action to complete the sale
- Gathers internal support to pursue an account
- Prioritizes selling activities and follows through in a timely fashion
- Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training
Requirements:
- 4+ years sales experience in a related role selling to Executive-level buyers in the State, Local, or Higher Education sectors
- Undergraduate Degree or equivalent combination of knowledge and related career experience
- Experience with MEDDPICC, Command of the Message, or similar sales methodologies
- Understanding of the Software as a Service (SaaS) business model
- Experience selling to office of the CFO and/or CIO
- 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
Benefits:
- Eligible for commission based on sales performance
- Restricted Stock Units granted at time of hire
- 401(k) match and comprehensive employee benefits package
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