Strategic Account Manager

Strategic Account Manager

The Strategic Account Manager (SAM) is a hunter at heart, and often Workiva’s first contact into an F1000 prospect organization. The SAM partners closely with a team of Regional Sales Directors to drive pipeline for existing customers and net new logos. Strategic Account Managers accomplish this objective through a variety of business development strategies such as cold calls, warm calls, email campaigns, social selling, conference calls, web-meetings, onsite meetings, and referral mining. This person will also help expand current customers by assisting the Regional Sales Directors with add-on business solutions and revenue growth via full sales cycle activities.

What you’ll do:

  • Provide baseline research and intelligence within target accounts to identify key contacts and critical account information
  • Partner closely with Regional Sales Directors to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
  • Prospect into target F1000 accounts by strategically focused on business development activities which include: calling efforts, networking, email, e-marketing, campaigns, and social outreach
  • Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline
  • Learn and demonstrate a fundamental understanding of Wdesk, and clearly articulate its capabilities and advantages to decision makers and influencers across multiple business disciplines
  • Present high-level demonstrations of Wdesk platform that convey business outcomes while considering what is important to different user personas
  • Drive attendance to various events (webinars, roadshows, TEC, conferences, etc.), and provide post-event follow up
  • Develop and maintain a current understanding of Workiva’s latest product offerings, and competitive product/market knowledge
  • Meet or exceed quarterly goal for a number of opportunity targets, revenue, and weekly/monthly performance activity indicators
  • Maintain active engagement with existing customers to increase interest in additional uses for the Wdesk platform
  • Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)

What you’ll need:

  • 4+ years of successful experience in a similar role—preferably experienced in inside sales, sales development, prospecting or pipeline development
  • Experience in selling commercial software preferred
  • Salesforce, Marketo and/or other CRM experience strongly preferred
  • Proven track record of creating revenue generating opportunities and quota attainment
  • Proven ability to understand and successfully promote technical offerings and solution sets
  • Ideal candidates will live in the Central or Eastern time zone and can work remotely. Limited travel is required in the SAM role (less than 10%).
  • Bachelor’s degree strongly preferred

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Posted on

April 9, 2019