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The Strategic Account Executive - Managed Service Providers (MSPs) plays a pivotal role in driving new business acquisition by strategically engaging with C-suite executives, key decision-makers, and influencers within a set of defined MSP Partners and net-new MSP Partners. This position focuses on building relationships with key stakeholders and influencers by employing a solution-oriented and consultative approach.
This role will be focused on selling Workiva platform solutions to, through and with Workiva Managed Service Providers, particularly in solving end customer challenges around Business Process Outsourcing (BPO). A key responsibility entails identifying tailored Workiva solutions that align with partner and customer 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
Manage and grow a defined set of large, multi-national Managed Service Provider Partners by selling to, through and with those partners.
Identify, recruit and launch new MSP partnerships
Build and grow cross functional relationships within MSP partners to expand influence, identify new use cases and develop new solutions and service offerings.
Drive net-new sourced and co-sell revenue by enabling and aligning Workiva and Partner sales teams
Develop and drive joint strategic business plans with designated Partners
Network internally to build mind-share with appropriate sales teams and stakeholders
Regularly work with multiple internal cross functional teams
Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
What You’ll Need
Minimum Qualifications
6+ years experience in a related partner role - enterprise technology partner or similar complex solution partner sales
Undergraduate degree or equivalent relevant career experience & knowledge
Preferred Qualifications
Understanding of the Software as a Service (SaaS) business model
Experience selling to, through and with Managed Service Providers
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
Creativity and the desire to build/leverage your own playbook
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
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 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, gender identity, race, religion, disability status, sexual orientation, 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 [email protected].
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
