Regional Sales Director- GRC
The Regional Sales Director, Governance, Risk & Compliance (GRC) is an individual-contributor solution specialist role in a team environment. The ideal candidate will have a strong background in the Internal Audit, Controls, and Risk space. GRC practitioner experience is highly preferred. Experience within Big 4 public accounting is a plus.
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 and professional services.
What You'll Do
Prospects new business by conducting research to identify key decision makers and influencers within target accounts
Identify customer needs and provide effective solutions using Workiva's GRC suite of products and services.
Stay up-to-date with industry trends, regulations, and market developments related to GRC.
Act as a subject matter expert on Internal Audit and Controls, providing guidance and insights to customers.
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
Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis
What You'll Need
Ability to demonstrate various software applications across GRC
Strong background in Internal Audit, Controls and/or Risk.
Experience within Big 4 public accounting firms is highly desirable, as is mid-tier advisory.
Executive presence; ability to communicate at the most senior level
Ability to identify and understand the power of influencers and buying personas, and how to navigate the nuances of each during the sales cycle.
Ability to manage multiple transactions at one time
Ability to manage complex processes simultaneously
Ability to negotiate with a focus on value
8+ years experience working with Sr. Leadership within large, complex organizations
Experience positioning Software as a Service (SaaS) model preferred and definite plus
B.A./B.S. degree preferred
Up to 30% travel for regular customer meetings and sales call
Reliable internet access is required when not working in a Workiva office.
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's 100 Best Companies to Work For list for 5 consecutive years!
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 Employment 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, 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.