Regional Account Executive at Workiva

The Regional Account Executive (RAE) is responsible for obtaining new business from Executive level buyers and influencers in either private or publicly traded Mid-Market companies (up to $1bn revenue) in the UK, Ireland & South Africa through education, positioning, and sales of Workiva’s full solution suite. This role builds relationships and identifies where Workiva’s offerings meet customer needs to drive acquisition and expansion of clients. Sales growth is attained through growth of client subscriptions and delivered via our world-class partner alliance and implementation network.

This role will work with multiple internal stakeholders to deliver against revenue goals by growing new and existing client subscription revenue. Ideal candidates will bring Business Development experience and have demonstrated the ability to close deals from start to finish.

Role Responsibilities:
Prospect and close new business opportunities and expand opportunities within existing customers.

Ownership of pipeline generation in assigned territory and an ability to create a model to overachieve on pipeline goals.

Qualify opportunities using the MEDDPICC framework to identify knowledge gaps.

Engage prospective clients to help educate them on market trends & best practices related to Financial Reporting, GRC & ESG,, along with regulatory trends and drivers.

Conduct needs analysis to uncover clients requirements and sales opportunities.

Effectively demonstrate Workiva solutions through web tools to prospective clients.

Create close plans to execute sales strategy for assigned opportunities.

Provide consistent and accurate forward-looking analysis.

Probe for objections, remove obstacles, and eliminate barriers to gain commitment.

Lead the sales process to a close by demonstrating Workiva’s superior value proposition.

Maintain the customer relationship as well as grow the business.

Gathers internal support to pursue an account

Prioritizes selling activities and follows through in a timely fashion

Maintains a strong knowledge of Workiva through a commitment to ongoing training

Utilize salesforce.com to manage and record account activity, including maintaining accurate and up-to-date quotations, account activities, opportunities, tasks, leads and various reports in accordance with Workiva policy and ethical business practices

What You’ll Need

Education

Undergraduate Degree or equivalent combination of education and experience in a related field.

Skills

Understanding of the Software as a Service business model

Ability to demonstrate various software applications

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 sales cycle.

Ability to manage multiple transactions at one time

Ability to manage multiple complex sales cycles simultaneously

Ability to negotiate pricing with a focus on retaining value

Experience

2+ years of enterprise solution selling required – experience with Software as a Service (SaaS) model preferred

Travel Requirement

Up to 40% travel for regular customer meetings and sales calls

Working Conditions & Physical Requirements

Performing duties from an existing UK location, including virtual work and business travel to the assigned territory

Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

Customer Success: Always delight our customers.

Trust: Rely on each other.

Integrity: Do the right thing, every time.

Collaboration: Share resources and work together.

Innovation: Keep creating solutions and finding better ways.

Inclusion: Support a diverse community where we all belong.

Accountability: Be responsible for your success and failure.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

At Workiva, you’ll enjoy:
Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.

Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more

Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.

Learn more about life at Workiva: https://www.linkedin.com/company/workiva/

Learn more about benefits: https://www.workiva.com/careers/benefits

Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].

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