Senior Account Executive

4 days ago

Hong Kong, Central and Western District, Hong Kong SAR China Workiva Inc. Full time

The Senior Account Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Senior Account Executives are focused on selling Workiva's core platform and collaborate with his ecosystem (presales, partners, solution sales) to deliver complex and multi-solution sales.

Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory in Hong Kong and Taiwan markets. Sales growth is attained through new customer subscriptions, professional services, delivery, and training.

What You'll Do
  1. Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline.
  2. Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform.
  3. Engage and work with Workiva partner base for sourcing and influence of license opportunities within prospective clients and customers.
  4. Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges.
  5. Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition.
  6. Regularly and promptly update customer relationship management tools to report customer contacts.
  7. Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales.
  8. Develop and execute a sales strategy with purposeful action to secure the sale.
  9. Rally internal support to pursue an account and optimize internal resources.
  10. Prioritize selling activities and ensure timely follow-through.
  11. Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset.
What You'll Need

Minimum Qualifications

  1. 6+ years experience in a related role - enterprise technology or similar complex solution sales.
  2. Undergraduate Degree or equivalent combination of knowledge and related career experience.
  3. Proficient in both Cantonese and Mandarin to effectively communicate with clients based in Taiwan.

Preferred Qualifications

  1. Understanding of the Software as a Service (SaaS) business model.
  2. Ability to demonstrate complex software applications.
  3. Strong business acumen and an ability to understand complex business challenges.
  4. Executive presence and an ability to communicate at the most senior level.
  5. Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle.
  6. Ability to manage multiple complex sales cycles simultaneously.
  7. Ability to negotiate pricing with a focus on retaining value.
  8. Capability for achieving (and exceeding) sales quota targets.
  9. Motivated, driven, and eager to make an impact.
Travel Requirement & Working Conditions

Up to 30% travel for regular customer meetings and events. Reliable internet access required for any period of time working remotely and not in a Workiva office.

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.

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 employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

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