高级客户经理 - 拉丁美洲
Sr. Account Executive - LATAM
这位高级客户经理主要专注于巴西市场的新业务销售，在团队销售矩阵环境中工作。高级客户经理负责从私人或上市公司中的高管买家和影响者那里获取新业务和客户扩展。
成功的候选人将建立关系并识别符合客户需求的Workiva解决方案和服务，以在特定区域内推动客户获取。通过新客户订阅、专业服务、交付和培训实现销售增长。
你将负责
- 积极寻找销售机会，同时与内部销售、解决方案专家和合作伙伴战略性协作，生成合格的机会
- 利用需求分析阶段获得的事实，展示Workiva平台的有力演示，并让客户相信他们必须拥有Workiva解决方案
- 巧妙地挖掘异议并消除障碍或排除障碍以获得承诺；解决不同的客户挑战，并能提出最佳解决方案
- 自然地通过展示Workiva的价值主张来推动销售流程达成交易
- 定期及时更新客户关系管理工具
- 通过管道分析提供一致且准确的前瞻性信息
- 有目的性地计划和执行销售策略以完成交易
- 搜集内部支持以推进客户账户
- 优先安排销售活动并及时跟进
- 通过持续培训保持对Workiva解决方案的深入了解
你需要具备
最低要求
- 在相关岗位上有6年以上销售经验，向高管买家销售企业技术、软件即服务（SaaS）或类似复杂解决方案
- 本科学历或同等的相关工作经验
- 葡萄牙语和英语流利
优先考虑
- 对软件即服务（SaaS）商业模式的理解
- 能够展示复杂的软件应用
- 强烈的商业敏锐度和理解复杂商业问题的能力
- 高管风范；能够在最高管理层进行沟通
- 能够识别和理解影响者与买家的权力差异，以及如何在销售周期中处理各自的细微差别
- 能够管理多个复杂的销售周期
查看英文原文
This Senior Account Executive is heavily focused on new business selling specifically in the Brazil market in a team sales matrix environment. Senior Account Executives are responsible for obtaining new business and customer expansion from Executive-level buyers and influencers in either private or publicly traded companies.
Successful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a specific territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.
What You’ll Do
- Actively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
- Use the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions
- Skillfully probe for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution
- Naturally lead the sales process to a close by demonstrating Workiva’s value proposition
- Update customer relationship management tools regularly and timely
- Provide consistent and accurate forward-looking information though pipeline analysis
- Plan and execute sales strategy with purposeful action to complete the sale
- Gather internal support to pursue an account
- Prioritize selling activities and follows through in a timely fashion
- Maintain a strong knowledge of Workiva solutions through a commitment to ongoing training
What You'll Need
Minimum Qualifications
- 6+ years sales experience in a related role selling to Executive-level buyers - enterprise technology, Software as a Service (SaaS) or similar complex solution sales
- Bachelor's degree or equivalent relevant career experience
- Fluency in Portuguese and English
Preferred Qualifications
- Understanding of the Software as a Service (SaaS) business model
- Ability to demonstrate complex software applications
- Strong business acumen and and ability to understand complex business issues
- 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
- Reliable internet access for any period of time working remotely, not in a Workiva office
Why Join Workiva
Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.
At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.
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.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
Originally posted on Himalayas