The Senior Regional Sales Director, for Managed Services Provider (Sr. RSD for MSPs), plays a pivotal role in driving new business acquisition by strategically engaging with C-suite executives, key decision-makers, and influencers within the outsourcing industry. This position focuses on cultivating relationships with Executive level buyers and influencers in both privately held and publicly traded MSPs, employing a solution-oriented and consultative sales approach. With a regional emphasis, this role involves leading sales efforts, leveraging established networks, and fostering connections to spearhead sustained business growth within targeted regions.
This role will be focused on selling Workiva platform solutions within the Workiva partner ecosystem, particularly in solving challenges around Business Process Outsourcing (BPO). A key responsibility entails identifying tailored Workiva solutions that align with partner needs, facilitating the enhancement of their managed service offerings and driving customer acquisition within specific geographies or industries. You will be securing new managed services subscriptions, professional services, and orchestrating comprehensive setup and training programs.
What You’ll Do
- Prospecting New Business: Conduct thorough research to identify key decision-makers and influencers within targeted accounts.
- Customer Presentation: Utilize findings from needs analysis to deliver compelling demonstrations of the Workiva suite, creating a compelling case for the necessity of Workiva products.
- Objection Handling: Skillfully probe for objections, discerning between stalls and genuine objections, and adeptly remove barriers to secure commitment.
- Closing Sales: Lead the sales process organically, demonstrating the superior value proposition of Workiva to guide the process towards successful closure.
- Negotiation: Facilitate negotiations ensuring mutually beneficial outcomes that optimize profits for both parties involved.
- Customer Relationship Management: Regularly updates and maintains customer contacts in CRM tools in a timely manner, ensuring accurate records of interactions.
- Sales Forecasting: Consistently provides precise and forward-looking sales projections by conducting thorough pipeline analysis.
- Sales Strategy Planning: Strategically plans and executes sales strategies with deliberate actions to achieve successful sales outcomes.
- Internal Resource Optimization: Collaborates effectively within the organization, rallying internal support when needed to effectively pursue accounts.
- Prioritization and Timely Follow-Through: Prioritizes selling activities efficiently and ensures timely follow-through on commitments made during the sales process.
- Continuous Product Knowledge: Demonstrates a commitment to ongoing training to maintain a comprehensive and updated understanding of Workiva products, ensuring a strong product knowledge base.
What You’ll Need
Minimum Qualifications:
- 6+ years experience in a related role - enterprise technology or similar complex solution sales
- Undergraduate degree or equivalent relevant career experience & knowledge
Preferred Qualifications:
- Understanding of the Software as a Service (SaaS) business model
- Experience delivering significant deal transactions with enterprise and partner organizations
- Understanding of Business Process Outsourcing (BPO) model
- Ability to demonstrate complex software applications and demonstrate their value and ability to solve business problems
- Proficient in managing cross-border deals across the region, demonstrating a strong understanding of international markets.
- 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
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.
