Description:
The Regional Account Executive (RAE) is responsible for obtaining new business from Executive level buyers and influencers in primarily either private or publicly traded Mid-Market companies in Australia & New Zealand through education, positioning, and sales of Workiva’s full solution suite. This role builds relationships and identifies where Workiva’s offerings meet customer needs to drive acquisition and expansion of clients. Sales growth is attained through growth of client subscriptions and delivered via our world-class partner alliance and implementation network.
This role will work with multiple internal stakeholders to deliver against revenue goals by growing new and existing client subscription revenue. Ideal candidates will bring Business Development experience and have demonstrated the ability to close deals from start to finish.
What You’ll Do
- Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities to achieve pipeline goals for assigned territory. Qualify opportunities using the MEDDPICC framework to identify knowledge gaps. Maintain the customer relationship as well as grow the business.
- Presents to Customers: Conduct needs analysis to uncover clients requirements and sales 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
- Handles Objections: 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
- Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition including creating close plans to execute sales strategy for assigned opportunities.
- 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 solutions through a commitment to ongoing training
- Coached and supported by sales manager to continuously develop sales techniques, skills & competencies
What You’ll Need
Minimum Qualifications
- Bachelor’s degree and a minimum of 2 years of related experience; or an advanced degree without experience