Area Sales Director - US States and Healthcare

Job Summary

At Workiva, the Area Sales Director for US States and Healthcare delivers sales results on predetermined growth revenue targets through leadership and management of individual contributors known as Regional Sales Directors. Utilizing their influence, the Area Sales Director performs a strategic leadership role by directing Regional Sales Directors to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to the customer. As the forefront leader who interacts with customers in defined SLED verticals, the Area Sales Director is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally. The Area Sales Director determines and meets with strategically important State agencies and Healthcare customers to qualify and close new business. They also ensure that the Regional Sales Directors are operating at a high level of performance and prioritize opportunities in alignment with company objectives. Specific responsibilities include: coaching skills, sales management, and financial management. Key accountabilities include delivering sales results, ensuring the customer experience is met and providing effective communication (deliver the good and bad news) internally and externally.

Responsibilities

People Management: Builds a strong sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals

• Provides employees with coaching, feedback, and developmental opportunities to enhance their skills, motivation, and performance

• Rewards superior team and individual performance in ways that enhance employee engagement, commitment, and satisfaction

• Maintains an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and customer needs to fulfill the company vision

• Matches staff skills and talent to tasks to ensure optimal engagement and performance

• Establishes and maintain relationships and effectively communicate with customers, business unit leaders and senior management to raise visibility and ensure collaboration with appropriate key stakeholders

• Manages operations staffing, including recruitment, supervision, scheduling, development, evaluation, and disciplinary actions

Delivers Sales Results: Provides foresight and insight by promoting, identifying and helping to set appointments for opportunities with existing Enterprise accounts

• Ensures Regional Sales Directors have accurate data to set appointments with existing customer’s decision makers to discuss Workiva solutions

• Perceives and provides insight to customers known or unknown needs in order to identify new or potential opportunities

• Helps close new sales opportunities with existing Enterprise accounts based on customer’s known or unknown needs

• Communicates promptly to account managers with identified problem areas so that Workiva can deliver on predetermined, existing solutions

Reporting and Execution: Gathers and analyzes field data that identifies existing customer needs

• Utilizes leadership and management skills to close gaps between actual and desired results

• Ensures Regional Sales Directors have specific direction on closing new business with existing accounts

• Measures progress toward predetermined result areas, i.e. servicing existing account needs

• Performs sales forecasting and pipeline management

• Maintains a strong knowledge of Workiva products through a commitment to ongoing training

What You'll Need

Minimum Qualifications

• 2+ years of progressive sales management experience, preferably in the software or technology areas
• 5+ years of proven sales growth in the field selling Software as a Service products
• Bachelor's degree

Minimum Qualifications

• Multi-tasking capability
• Initiative and ambition
• Intellectual curiosity
• Dealing with ambiguity
• Managing a diverse team of sales professionals

Travel Requirement

• Up to 50% travel in the field with Regional Sales Directors required

Working Conditions & Physical Requirements

• Depending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform responsibilities of this position

• 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: 

$101,000.00 - $172,000.00

• 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.

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