The Regional Sales Director (RSD) for ESG (sustainability) is responsible for obtaining new business from Executive-level buyers and influencers in either private or publicly traded companies focusing on selling our ESG & Sustainability solutions.
What You'll DoSales Responsibilities:Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva suite of products and create a customer belief that they must have Workiva products.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.Actively prospects: for sales opportunities while working strategically with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities aligned with ESG (Sustainability) reporting.Individual Responsibilities:Reports Customer Contacts: Updates customer relationship management tools regularly and timely.Forecasts Sales: Provides consistent and accurate forward-looking information through 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: Follows through in a timely fashion.Maintains Knowledge: of Workiva products through a commitment to ongoing training.What You'll NeedMinimum Qualifications:4+ years of solution selling to Executive-level buyers required - SaaS model preferred.Undergraduate degree or equivalent combination of relevant career experience and expertise.Preferred Qualifications:Understanding of the Software as a Service (SaaS) business model.Working knowledge of ESG (Sustainability) reporting (not essential).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.Fluency in English and Spanish is required; any additional language would be advantageous (Italian, French, German, or Portuguese).Working Conditions & Travel Requirements:Up to 30% travel for customer meetings and company events.Reliable internet access for any period of time working remotely, not in a Workiva office.Workiva is an Equal Opportunity Employer.
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