Area Sales Director, Managed Service Sales

The Area Sales Director for Managed Services Providers/Outsourcers (ASD for MSP) delivers sales results on revenue targets through leadership of a team of individual contributor salespeople - Regional Sales Directors (RSDs). The ASD leads the RSDs/RAEs to identify and execute on winning opportunities, proper and timely follow up and deliver an excellent experience to the customer. The ASD is always ‘on’ stage and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally. This role will be focused on leading a team that sells Workiva platform solutions to Managed Service Providers/Outsourcers, particularly in solving challenges around Business Process Outsourcing (BPO). The sales team will identify tailored Workiva solutions that align with partner needs, facilitating the enhancement of their managed service offerings and driving customer acquisition. What You’ll DoProvide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvementDevelop personalized coaching plans to address specific strengths and weaknesses of each sellerMentor and encourage a growth mindset among the teamIdentify and recruit top-performing sales talent and manage performance and disciplinary challengesAssess and set account territory priorities for the team across the regionSet clear and measurable goals for individual contributorsDevelop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecastsUse data to monitor performance and identify trends or areas for improvementDevelop sales strategies and tactics that align with company goals and customer needsObserves, assesses and monitors seller outreach, deal pipeline and deal quality Ability to provide deal support and guidance to sellers on both enterprise and mid market accountsBuild strong relationships with internal peer teams and leadership to drive strong cross-organization successBuild relationships with external customers, prospects and partners, to support the go-to-market strategy Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeedFoster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practicesEncourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concernsWhat You’ll NeedMinimum Qualifications:4+ years of related career experience in a related technology sales - preferably in SaaS software or similar complex technology platformsUndergraduate degree or equivalent combination of relevant career experience and expertisePreferred Qualifications:2+ years of progressive sales management experienceProven sales track record - as an individual contributor -  in the field selling complex technology or software solutionsExperience delivering significant deal transactions with enterprise and partner organizationsUnderstanding of Business Process Outsourcing (BPO) modelAbility to manage and coach a diverse team of sales professionalsExceptional communication skillsUnderstanding of the Software as a Service (SaaS) business modelExecutive presence with the ability to communicate at the most senior levelAbility to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle.Ability to lead your team to manage multiple complex sales cycles simultaneouslyAbility to negotiate pricing with a focus on retaining valueCapability for achieving (and exceeding) sales quota targetsWorking Conditions & Travel Requirements:Up to 50% travel for customer meetings and company eventsReliable internet access for any period of time working remotely, not in a Workiva office.Where You’ll WorkOur values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.Customer Success:  Always delight our customers.Trust: Rely on each other. Integrity: Do the right thing, every time. Collaboration: Share resources and work together. Innovation: Keep creating solutions and finding better ways. Inclusion: Support a diverse community where we all belong. Accountability: Be responsible for your success and failure.We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.At Workiva, you’ll enjoy: Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and moreWork-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work. Learn more about life at Workiva: https://www.linkedin.com/company/workiva/Learn more about benefits: https://www.workiva.com/careers/benefitsWorkiva 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 talentacquisition@workiva.com.#LI-MC1