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For Companies At a Glance
- Tasks: Engage with C-suite executives to drive new business and build strategic partnerships.
- Company: Workiva is a leading provider of innovative software solutions for managed service providers.
- Benefits: Enjoy flexible remote work options, comprehensive training, and a diverse workplace culture.
- Why this job: Join a dynamic team focused on solving real-world challenges and making an impact in the tech industry.
- Qualifications: 6+ years in partner sales, understanding of SaaS, and strong negotiation skills required.
- Other info: Up to 30% travel for client meetings; commitment to diversity and inclusion.
The predicted salary is between 43200 - 72000 £ per year.
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 .
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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Strategic Account Executive - Managed Service Providers employer: Workiva
Contact Detail:
Workiva Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Strategic Account Executive - Managed Service Providers
✨Tip Number 1
Familiarise yourself with the Workiva platform and its solutions. Understanding how these products can solve specific challenges for Managed Service Providers will help you engage more effectively with potential partners and demonstrate your value during discussions.
✨Tip Number 2
Network strategically within the Managed Service Provider community. Attend industry events, webinars, and forums where MSPs gather to build relationships and gain insights into their needs and pain points, which will be crucial in your role.
✨Tip Number 3
Develop a strong understanding of the Business Process Outsourcing (BPO) model. This knowledge will enable you to tailor your approach when discussing how Workiva solutions can enhance managed service offerings and drive customer acquisition.
✨Tip Number 4
Prepare to showcase your ability to manage complex sales cycles. Be ready to discuss examples from your past experience where you've successfully navigated multiple stakeholders and secured significant deals, as this will resonate well with the hiring team.
We think you need these skills to ace Strategic Account Executive - Managed Service Providers
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in partner roles, particularly with Managed Service Providers. Emphasise your achievements in driving new business acquisition and building relationships with C-suite executives.
Craft a Compelling Cover Letter: In your cover letter, demonstrate your understanding of the Software as a Service (SaaS) business model and your experience with Business Process Outsourcing (BPO). Use specific examples to illustrate how you can solve customer challenges using Workiva solutions.
Showcase Your Skills: Highlight your ability to manage complex sales cycles and negotiate pricing effectively. Mention any experience you have in developing joint strategic business plans with partners, as this is crucial for the role.
Research Workiva: Familiarise yourself with Workiva's products and services. Understanding their platform solutions will help you articulate how you can enhance managed service offerings and drive customer acquisition in your application.
How to prepare for a job interview at Workiva
✨Understand the MSP Landscape
Before your interview, make sure you have a solid understanding of the Managed Service Provider (MSP) landscape. Research key players, trends, and challenges in the industry. This knowledge will help you engage with interviewers and demonstrate your expertise in building relationships with MSP partners.
✨Showcase Your Solution-Oriented Approach
Prepare to discuss specific examples where you've successfully employed a solution-oriented approach in previous roles. Highlight how you identified customer needs and tailored solutions to meet those needs, particularly in complex sales environments. This will resonate well with the role's focus on consultative selling.
✨Demonstrate Cross-Functional Collaboration
Since the role involves working with multiple internal teams, be ready to share experiences that showcase your ability to collaborate across functions. Discuss how you've built relationships within organisations to drive joint strategic plans and achieve common goals, as this is crucial for success in this position.
✨Prepare for Executive-Level Communication
Given the need to engage with C-suite executives, practice articulating your thoughts clearly and confidently. Prepare to discuss how you can communicate complex software solutions effectively to senior stakeholders, ensuring you convey the value and impact of the Workiva platform in solving business problems.