Regional Sales Director - Governance, Risk & Compliance (GRC) - Corporate Team

Company: Workiva
Location: Yonkers
Posted on: May 25, 2023

Job Description:

Led by an action-driven leadership team, employees at Workiva develop and provide cutting-edge solutions and services to the business market. We firmly believe our people are our greatest asset, and our unique culture gives employees the opportunity to not only make a difference, but BE the difference. This incredible culture has earned us a spot on Fortune Magazine's 100 Best Companies to work for list!


The Regional Sales Director, Governance, Risk & Compliance is an individual-contributor solution specialist role in a team environment supporting our Corporate Commercial Team. The ideal candidate will have a strong background in the Internal Audit and Controls space. Governance, Risk & Compliance experience is highly preferred. Experience within Big 4 public accounting is a plus.


Summary


The Regional Sales Director is responsible for obtaining new business from Executive level buyers and influencers in either private or publicly traded companies. Successful candidates will build relationships and identify Workiva products and services that meet customer needs to drive customer acquisition within a specific geography or industry. Sales growth is attained through new customer subscriptions, professional services, and set up and training.


Responsibilities


Sales Responsibilities


Prospects new business by conducting research to identify key decision makers and influencers within target accounts

Works with Sales Development Representatives to generate initial customer interest to secure an introductory meeting

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; understands the difference between a stall and an objection

Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva superior value proposition

Negotiates the Sale: Facilitates successful outcomes to optimize profits


Individual Responsibilities


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 products through a commitment to ongoing training


What You'll Need


Skills


Understanding of the Software as a Service business model

Ability to demonstrate various software applications

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 sales cycle.

Ability to manage multiple transactions at one time

Ability to manage multiple complex sales cycles simultaneously

Ability to negotiate pricing with a focus on retaining value


Experience


8+ years of solution selling to Executives - Software as a Service model preferred


Education


B.A./B.S. degree preferred


Travel Requirement


Up to 30% Travel


Working Conditions & Physical Requirements


Up to 30% travel for regular customer meetings and sales calls

Reliable internet access for any period of time working remotely, not in a Workiva office.


How You'll Be Rewarded:


Salary range in the US:

$80,000.00 - $144,000.00 Annually

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.


Where You'll Work


Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we've created.


Customer Success: Always delight our customers.


Trust: Rely on each other.


Integrity: Do the right thing, every time.


Collaboration: Share resources and work together.


Innovation: Keep creating solutions and finding better ways.


Inclusion: Support a diverse community where we all belong.


Accountability: Be responsible for your success and failure.


We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need-backed by our culture of collaboration and diverse thought-to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today's most challenging problems.


At Workiva, you'll enjoy:


Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.


Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.


Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more


Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.


Learn more about life at Workiva: https://www.linkedin.com/company/workiva/


Learn more about benefits: https://www.workiva.com/careers/benefits


Workiva is an Equal Employment Opportunity and Affirmative Action 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, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic. We strongly encourage and welcome people from historically marginalized groups to apply.


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.


Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.


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Keywords: Workiva, Yonkers , Regional Sales Director - Governance, Risk & Compliance (GRC) - Corporate Team, Executive , Yonkers, New York