The Regional 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.

• 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

• 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.