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Regional Sales Director - GRC Mid Market UK

Workiva

Workiva

Sales & Business Development
London, UK
Posted on Monday, September 25, 2023

The Regional Sales Director (RSD) - GRC Mid Market UK is responsible for obtaining new business and customer expansion opportunities 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 territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

This role is focused on delivering sales results across Workiva’s Mid Market segment in the UK for our GRC product portfolio. Ideal candidates will have previous commercial experience with GRC. Audit or Assurance solutions or platforms.

What You'll Do

Sales Responsibilities

  • Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities

  • 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

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 (SaaS) business model

  • Ability to demonstrate complex software applications

  • Strong business acumen and 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

Experience

  • 8+ years of solution selling to Executive-level buyers required - SaaS model preferred

  • Previous commercial experience with GRC. Audit or Assurance solutions or platforms preferred

Education

  • Undergraduate degree or equivalent relevant career experience

Working Conditions & Physical Requirements

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

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

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:

  • 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 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.

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