What You’ll Do
* Develop personalized coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement.
* Mentor and encourage a growth mindset among the team.
* Identify and recruit top-performing sales talent and manage performance and disciplinary challenges.
* Assess and set account territory priorities for the team.
* Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts.
* Use data to monitor performance and identify trends or areas for improvement.
* Develop sales strategies and tactics that align with company goals and customer needs.
* Observe, assess, and monitor seller outreach, deal pipeline and deal quality.
* Build strong relationships with internal peer teams and leadership to drive cross-organization success.
* Build relationships with external customers, prospects and partners to support the go-to-market strategy.
* Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed.
* Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices.
* Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns.
What You’ll Need
* 8+ years experience in a related role – enterprise technology or similar complex solution sales.
* 3+ years of progressive sales management experience – preferably in software or technology organizations.
* Undergraduate Degree or equivalent combination of knowledge and related career experience.
Preferred Qualifications
* Understanding of the Software as a Service (SaaS) business model.
* Experience selling GRC, audit or risk solutions is highly advantageous.
* Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions.
* Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts.
* Ability to manage and coach a diverse team of sales professionals.
* Exceptional communication skills and business acumen.
* Executive presence with the 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 lead your team to manage multiple complex sales cycles simultaneously.
* Ability to negotiate pricing with a focus on retaining value.
Travel Requirements and Working Conditions
Up to 30% travel for regular customer meetings and events. Reliable internet access required for any period of time working remotely and not in a Workiva office.
Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic. Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.
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