Regional Sales Director - Shared Services Center - Bilingual English/Spanish
Company: Workiva
Location: Ames
Posted on: November 20, 2023
Job Description:
TheRegional Sales Director (RSD) - Shared Services Centers -
Bilingual English/Spanish is responsible for obtaining new business
from Executive-level buyers and influencers in either private or
publicly traded companies. Candidates should be based in Eastern
Time as they will focus on customers in the US, LATAM and Spain. Up
to 50% travel required. 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, delivery 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
Platform
- 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's 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 (SaaS) business
model
- 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 along with building consensus across multiple user and buyer
personas.
- 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
Experience
- 4+ years of solution selling to Executive-level buyers - SaaS
model preferred
- Knowledgeable of common operating models for Shared Service
Centers, Global Business Services, or Centers of Excellence
- Experience with Business Process Outsourcers and Global System
Integrators, like Capgemini and Accenture Education
- B.A./B.S. degree preferred Working Conditions & Physical
Requirements
- Up to 50% travel for regular customer meetings and sales
calls
- Reliable internet access for any period of time working
remotely, not in a Workiva office. How You'll Be Rewarded:
- Salary range in the US: $79,000.00 - $134,000.00
- Eligible for commission based on sales performance
- Restricted Stock Units granted at time of hire
- 401(k) match and comprehensive employee benefits package The
salary range represents the low and high end of the salary range
for this job in the US. Minimums and maximums may vary based on
location. The actual salary offer will carefully consider a wide
range of factors, including your skills, qualifications, experience
and other relevant factors. 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:
- 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 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 and Affirmative Action
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.We
strongly encourage and welcome people from historically
marginalized groups to apply. 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.
Workiva supports employees in working where they work best - either
from an office or remotely from any location within their country
of employment. #LI-EK1
Keywords: Workiva, Ames , Regional Sales Director - Shared Services Center - Bilingual English/Spanish, Other , Ames, Iowa
Didn't find what you're looking for? Search again!
Loading more jobs...