Regional Sales Director : Strategic Accounts

Regional Sales Director : Strategic Accounts
Company:

(Confidential)


Regional Sales Director : Strategic Accounts

Details of the offer

The Regional Sales Director (RSD), as an individual contributor, is accountable for driving sales of our Wdesk platform, services, and solutions to F1000+ target prospect companies through strategic conversations at all levels within these organizations. The RSD will also focus on expanding opportunities within our existing customer base to incrementally increase sales volume via additional Workiva solutions.

Summary

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.

Responsibilities

Sales Responsibilities

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

Individual Responsibilities

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 Youll Need

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 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

Experience

8+ years of solution selling to Executives : Software as a Service model preferred

Education

B.A./B.S. degree preferred

Travel Requirement

30 Travel

Working Conditions and Physical Requirements

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


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