Manager of Presales Engagement
Summary
The Manager of Presales Engagement is the face of Workiva to C-suite, executive level sponsors, and stakeholders in client organizations during the sales process to build, maintain and grow trust regarding Workiva implementation planning. Primary clients are large enterprises and/or other organizations with complex solution implementations. Responsible for establishing implementation expectations during the sales process to ensure delivery teams are successful at meeting customer needs.
Responsibilities
People Management: Builds a strong sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
- Provides employees with coaching, feedback, and developmental opportunities to enhance their skills, motivation, and performance.
- Maintains an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and customer needs to fulfill the company vision.
- Matches staff skills and talent to tasks to ensure optimal engagement and performance. Rewards superior team and individual performance in ways that enhance employee engagement, commitment, and satisfaction.
- Establishes and maintain relationships and effectively communicate with customers, business unit leaders and senior management to raise visibility and ensure collaboration with appropriate key stakeholders.
- Manages operations staffing, including recruitment, supervision, scheduling, development, evaluation, and disciplinary actions.
- Lead a team of Presales Engagement Managers to support the Workiva sales groups to meet their customer engagement needs
- Develop Presales Engagement Managers according to Workiva's short and long term growth strategy as well as according to the individual's professional goals.
- Develop and maintain a recruiting pipeline of potential Presales Engagement Manager candidates to meet future business demands.
- Work with their team members to drive Workiva and its customers' success.
- Collaborate with other internal leaders to improve the strategic implementation partner go-to-market process
- Lead the team to align team goals with overall Workiva with a strong focus on Customer first
- Maintains the team by recruiting, selecting, orienting, and training employees
- Monitors the teams results by planning, monitoring and assessing results to ensure current and future performance
- Overall management of team to ensure day-to-day operations are running effectively and resolving escalations
- Define the communication approaches with the customer regarding implementation expectations, which includes developing and presenting delivery strategies best-practices to assist customers with implementation planning to meet their goals.
- Work with sales leadership and other cross-functional Workiva teams understand implementation needs to prioritized Presale Enablement needs
- Establish the frameworks for customized presentations to discuss implementation planning with prospective customers.
- Work with Workiva Services on any updates to legal contract terms and rates, including consulting hours and fixed fee services, and update team on any changes.
- Establish the frameworks to work with strategic implementation partners and internal Partner Alliance Managers, provide thought leadership and best practices to help teams prepare, and establishes and manages implementation expectations to develop joint go-to-market proposals for prospective customers.
- Actively track key complex deals and provides key insights on forecast probability, stage, and completion.
- Demonstrate a strong understanding of the Workiva platform to know the resources and expertise needed for a successful implementation.
- Identify gaps and opportunities along with providing actionable insights to enhance processes, outcomes and relationships both internally and externally.
What You'll Need
Education
- Undergraduate Degree or equivalent combination of education and experience in a related field.
- 7+ years in a customer facing role in consulting and/or professional services with responsibility for account management, program management and/or management consulting
- Advanced knowledge of accounting and business systems including SAP, Oracle, Workday, Microsoft, and other ERP/GL platforms
- Strong individual contributor skills and demonstrable leadership skills preferred
- Experience working with cross-functional and geographically dispersed team members and customers
- Deep understanding of sales, services and statements of work/contracts
- Experience has been in an enterprise solution sales environment and you have collaborated with account executives in the development and closure of sales opportunities
- Advanced understanding of technology principles and services, including infrastructure, business applications, data management, and application platforms, preferably in a SaaS environment.
- Ability to be at ease when engaging, communicating, consulting and presenting straightforward information and/or strategic value propositions to all levels of an organization, from individual contributors to the C-suite.
- Ability to integrate, motivate and build relationships with local and remote cross-functional team members, C-suite and executive sponsors and other key stakeholders, involved with the implementation planning during the sales process.
- Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
- Demonstrate success in mediating and negotiating to find common ground with internal and external stakeholders.
- Flexibility in a constantly changing and fast-paced environment, and maintain quality service by establishing and enforcing organization standards
- Advanced problem-solving skills, process improvement and business acumen
- Strong social skills and experience building strong internal and external relationships
- Ability to mentor and coach team members
- Up to 50% travel
- Reliable internet access for any period of time working remotely, not in a Workiva office.
How You'll Be Rewarded
- Base Pay Range in Colorado: $110,000 - $148,000
- An incentive typically paid quarterly
- Restricted Stock Units granted at time of hire
The base pay range represents the low and high end of the hiring range for this job. Actual pay will vary and may be above or below the range based on various factors including but not limited to relevant skills, experience, and capabilities.
Where You’ll Work
Our 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:
Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
Involvement: Ability to participate in Employee Resource Groups, (Women in Tech, Women in Sales, Ethnic Diversity, Veterans, Rainbow (LGBTQ), Remote Employees, Caregiving) Volunteering, Company wide celebrations, and more
Work-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: www.linkedin.com/showcase/workiva-life-and-careers/
Learn more about the company: https://www.linkedin.com/company/workiva/
Learn more about benefits: https://www.workiva.com/careers/benefits
Workiva is an Equal Employment Opportunity and Affirmative Action 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, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status 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 supports employees in working where they work best - either from an office or remotely from any location within their country of employment. Effective October 18, 2021, proof of COVID-19 vaccination is required to visit any Workiva office, attend in-person meetings, or travel for business purposes.
