Regional Sales Director - Australia Corporate

Remote
Main Location
Ames, IA, United States
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The Regional Sales Director (RSD) role is an individual-contributor role as an enterprise software seller, heavily focused on new business selling. Ideal candidates will be well-versed in communication complex value propositions to commercial accounts in Australia. Preferably, candidates will have sold SaaS solutions to Accounting and Finance buyer groups.

The Regional Sales Director is responsible for obtaining new business from Executive level buyers and influencers in either private or publicly traded companies. Successful candidates will build relationships and identify Workiva products and services that meet customer needs to drive customer acquisition within a specific geography or industry. Sales growth is attained through new customer subscriptions, professional services, and set up and training.

What You’ll Do

  • Prospects new business by conducting research to identify key decision makers and influencers within target accounts
  • Works with Sales Development Representatives to generate initial customer interest to secure an introductory meeting
  • Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva suite of products and create a customer belief that they must have Workiva products
  • Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; understands the difference between a stall and an objection
  • Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva superior value proposition
  • Negotiates the Sale: Facilitates successful outcomes to optimize profits
  • 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 products through a commitment to ongoing training

What You'll Need

  • 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 during 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
  • 8+ years of solution selling to Executives - Software as a Service model preferred
  • B.A./B.S. degree preferred
  • Depending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform responsibilities of this position
  • Works virtually, residing in the territory
  • 30% travel for regular customer meetings and sales calls
Required Skills
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Regional Sales Director - Australia Corporate
Workiva