Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified 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
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
Naturally leads the sales process to a close by demonstrating Workiva’s value proposition
Updates customer relationship management tools regularly and timely
Provides consistent and accurate forward-looking information though pipeline analysis
Plans and executes sales strategy with purposeful action to complete the sale
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 in the State, Local, or Higher Education sectors
Undergraduate Degree or equivalent combination of knowledge and related career experience
Experience with MEDDPICC, Command of the Message, or similar sales methodologies
Understanding of the Software as a Service (SaaS) business model
Experience selling to office of the CFO and/or CIO
Ability to demonstrate complex software applications
Strong business acumen 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

Account Executive – State, Local & Education

Key skills