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Solution Sales Executive - Carbon
Solution Sales Executive - CarbonWorkiva • Virginia Beach, VA, US
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Solution Sales Executive - Carbon

Solution Sales Executive - Carbon

Workiva • Virginia Beach, VA, US
11 days ago
Job type
  • Full-time
Job description

Solution Sales Executive - Carbon

The Solution Sales Executive - Carbon is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Solution sellers are focused on a specific portfolio of Workiva solutions and collaborate with other Workiva sales teams to deliver multi-solution sales.

Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

What You'll Do

  • Execute pre-sales framework to engage customers, prospects, and partners via virtual and onsite meetings, drive the discovery process, lead product demonstrations, and identify areas where Workiva solutions align to address customer / prospect needs
  • Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
  • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform
  • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges
  • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition
  • Regularly and promptly update customer relationship management tools to report customer contacts
  • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
  • Develop and execute a sales strategy with purposeful action to secure the sale
  • Rally internal support to pursue an account and optimize internal resources
  • Prioritize selling activities and ensure timely follow-through
  • Assist in developing new use-cases or by using existing templates providing proof of our solution's impact and value proposition
  • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
  • Share knowledge, successes, lessons learned and best practices with peers across teams
  • Work with Sales, Product, Product Marketing, Client Services, Scoping, and Customer Success to achieve team and company goals

What You'll Need

Minimum Qualifications

  • 4+ years experience in a related role - sustainability sales and / or consulting
  • 1+ years of experience with enterprise carbon accounting
  • Undergraduate Degree or equivalent combination of knowledge and related career experience

    • Preferred Qualifications

  • Understanding of the Software as a Service (SaaS) business model
  • Ability to demonstrate complex software applications
  • Demonstrated experience navigating and delivering sales success across large, enterprise organizations
  • Strong business acumen and an ability to understand complex business challenges
  • Executive presence and an 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
  • Demonstrated experience navigating and delivering sales success across large, enterprise organizations
  • Ability to negotiate pricing with a focus on retaining value
  • Capability for achieving (and exceeding) sales quota targets

    • Travel Requirement & Working Conditions

  • Up to 30% travel for customer meetings and events
  • Reliable internet access required for any period of time working remotely and not in a Workiva office

    • How You'll Be Rewarded

    On Target Earnings (OTE) range in the US : $143,000.00 - $230,000.00 USD Annual

    Eligible for commission based on sales performance

    Restricted Stock Units granted at time of hire

    401(k) match and comprehensive employee benefits package

    The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

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