Enterprise Sales Executive

2 months ago

Sydney, New South Wales, Australia Workiva Australia Pty. Ltd. Full time

Job Summary

The Enterprise Sales Executive role is an individual-contributor sales professional in enterprise software sales, emphasizing new business development within a team-oriented matrix. Senior Sales Executives are tasked with securing new business and customer expansion with Executive-level buyers and influencers in both private and publicly traded companies.

Key Responsibilities

  • Actively seek sales opportunities in collaboration with Inside Sales, Solution Sellers, and Partnerships to generate qualified opportunities
  • Present to Customers: Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions
  • Work with partners: Engage and work with Workiva partner base for sourcing and influence of license opportunities within prospective clients and customers
  • Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
  • Closing Sales: Guide the sales process to closure by demonstrating the value propositions of Workiva
  • Report Customer Contacts: Regularly update customer relationship management tools
  • Forecast Sales: Provide consistent and accurate forward-looking information through pipeline assessment
  • Plan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale
  • Optimize Internal Resources: Gather internal support for pursuing an account
  • Prioritize selling activities and follow through in a timely fashion
  • Maintain a strong knowledge of Workiva solutions through ongoing training

Requirements

  • 10 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
  • Bachelor's degree or equivalent relevant career experience

Preferred Qualifications

  • Understanding of the Software as a Service (SaaS) business model
  • Experience selling to the office of the CFO, CRO, and Sustainability leadership
  • 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

Travel Requirements and Working Conditions

  • Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests
  • Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements

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