Strategic Account Executive - Managed Service Providers

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