Account executive for a software platform

Workiva Inc.; United States; Remote; USD 90,000 - 180,000; Full time

Benefits offered by this job

Travel up to 30%

Job summary

Workiva Inc. объявляет о вакансии Account Executive. Обязанности включают привлечение нового бизнеса и расширение текущих клиентов на уровне исполнительного руководства в частных и публично торгующих компаниях.

Роль предполагает продажу основной платформы Workiva и взаимодействие с другими командами продаж для реализации много-решенческих сделок в заданных территориях. Требуется опыт в enterprise-продажах и навыки ведения переговоров на высшем уровне.

Qualifications

• 6+ лет опыта в сфере enterprise-технологий или аналогичных продажах крупным клиентам.
• Опыт продажи сложных SaaS-решений на уровне руководства.

Responsibilities

• Активный поиск возможностей продаж в сотрудничестве с командами продаж и партнёрами.
• Демонстрация платформы Workiva на основе выявленных потребностей клиента.
• Устранение возражений и предложение решений бизнес-задач клиента.
• Ведение процесса продаж от начала до закрытия, демонстрируя ценность продукта.
• Регулярное обновление CRM и прогнозирование продаж.
• Разработка и реализация стратегического планирования аккаунтов.
• Стиимулирование поддержки внутри компании для эффективной работы с аккаунтами.
• Приоритизация активности продаж и своевременное доведение сделок до закрытия.
• Постоянное развитие знаний о продуктах Workiva и стремление к росту.

Skills

Корпоративные продажи

Продажи сложных решений

Исполнительное общение

Education

Бакалавр

Job description

Описание

At Workiva an Account Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across pre-defined territories.

Задачи

• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
• 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 deliver strategic account planning with purposeful action to secure sales success
• 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

Требования

• 6+ years experience in a related role - enterprise technology or similar complex solution sales across large customer accounts
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Будет плюсом: Understanding of the Software as a Service (SaaS) business model; Ability to demonstrate complex software applications; Demonstrated experience navigating and delivering sales success across large, enterprise organizations; Strong business acumen and an ability to understand complex business challenges; Executive presence and an 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; Consistent demonstration and capability for achieving (and exceeding) sales quota targets

Условия

• Up to 30% travel for regular customer meetings and events
• Reliable internet access required for any period of time working remotely and not in a Workiva office
• Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.