AddressThe Regional Account Executive (RAE) is responsible for obtaining new business from Executive level buyers and influencers in primarily either private or publicly traded Mid-Market companies in Australia & New Zealand 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.
What You'll Do
Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities to achieve pipeline goals for assigned territory. Qualify opportunities using the MEDDPICC framework to identify knowledge gaps. Maintain the customer relationship as well as grow the business.
Presents to Customers: Conduct needs analysis to uncover clients requirements and sales 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
Handles Objections: 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
Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva's value proposition including creating close plans to execute sales strategy for assigned opportunities.
Reports Customer Contacts: Updates customer relationship management tools regularly in a timely manner
Collaborate with partners to source and influence opportunities
Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis
Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
Optimizes Internal Resources: 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
Coached and supported by sales manager to continuously develop sales techniques, skills & competencies
What You'll Need
Minimum Qualifications
- Bachelor's degree and a minimum of 2 years of related experience; or an advanced degree without experience
Preferred Qualifications/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
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 Employment 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, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status 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 talentacquisition@workiva.com.
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