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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise technology sales, particularly within the Software as a Service (SaaS) model, while effectively managing complex sales cycles and building relationships with executive-level stakeholders in State Government. Proven ability to achieve sales targets and navigate the nuances of the sales process to deliver tailored solutions.
Highest-signal resume keywords
6+ Years Sales ExperienceEnterprise Technology SalesSoftware as a Service (SaaS)MEDDPICC Sales MethodologyExecutive Presence
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Complex Software DemonstrationSales Strategy ExecutionPipeline AnalysisNegotiation SkillsSales Quota Achievement
Soft Skills
Strong Business AcumenRelationship BuildingProblem SolvingCommunication SkillsInfluencer Navigation
Tools & Technologies
Customer Relationship Management (CRM) Tools
Industry Keywords
State Government SalesCFO Office SalesCIO Office SalesSLED Market
About the role
Key responsibilities & impact- Obtain new business and customer expansion sales opportunities from executive-level buyers and influencers within State Government customers
- Sell Workiva’s core platform and collaborate with Workiva Solution Sales teams to deliver multi-solution sales
- Build relationships and identify Workiva products and solutions that meet customer needs
- Drive customer acquisition within an assigned territory through new customer subscriptions, professional services, delivery and training
- Prospect actively while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
- Present compelling demonstrations of the Workiva platform based on needs analysis
- Probe for objections, remove obstacles and solve client challenges
- Lead the sales process to close by demonstrating Workiva’s value proposition
- Update customer relationship management tools regularly and timely
- Provide accurate forward-looking sales information through pipeline analysis
- Plan and execute sales strategy to complete sales
- Gather internal support to pursue accounts
- Prioritize selling activities and follow through in a timely fashion
- Maintain strong knowledge of Workiva solutions through ongoing training
Requirements
What you’ll need- 6+ years sales experience in a related role selling enterprise technology, Software as a Service (SaaS) or similar complex solution sales to the SLED market
- Undergraduate Degree or equivalent combination of knowledge and related career experience
- Understanding of the Software as a Service (SaaS) business model
- Experience with MEDDPICC, Command of the Message, or similar sales methodologies
- Experience selling to office of the CFO and/or CIO at State Government customers
- 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 navigate sales-cycle nuances
- 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 50% travel
- Reliable internet access for any period of time working remotely, not in a Workiva office
- Must be authorized to work in the U.S. on a permanent basis
- No visa sponsorship provided
Benefits
Comp & perks- Eligible for commission based on sales performance
- Restricted Stock Units granted at time of hire
- 401(k) match
- Comprehensive employee benefits package
- Flexible work location: office or remotely from any location within the employee's country of employment