Regional Sales Director - Capital Markets - Atlanta
Remote United States
Job Details
The Regional Sales Director (RSD) - Capital Markets, is an individual-contributor account executive role as an enterprise software seller, heavily focused on new business selling in a team sales matrix environment. RSDs are responsible for obtaining new business and customer expansion from executive-level buyers and influencers. Successful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a Capital Markets territory. Sales growth is attained through new customers and new solutions.What You’ll Do
- Actively prospects for sales opportunities while working strategically with Account Owners, Inside Sales and Partnerships to generate qualified opportunities
- Presents to Customers: 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
- Reports Customer Contacts: Updates customer relationship management tools regularly and timely
- 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
- 4+ years sales experience in a related role selling to Executive-level buyers - enterprise technology, Software as a Service (SaaS) or similar complex solution sales
- Bachelor's degree or equivalent relevant career experience
- Understanding of the Software as a Service (SaaS) business model
- Experience selling to the office of the CFO at pre IPO Customers
- Ability to demonstrate complex software applications
- Strong business acumen and 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
- Up to 30% Travel
- Reliable internet access for any period of time working remotely, not in a Workiva office.
- Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
- 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 Workiva
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