Presales Engagement Manager
Summary
The Presales Engagement Manager directly interfaces with current and potential Workiva customers to determine and recommend platform implementation strategies during the sales process. These strategies may include a combination of Workiva Services, Workiva implementation partners, and/or customer resources. This role is responsible for developing and presenting new content to customers to ensure the customer is informed with the appropriate implementation expectations.
Responsibilities
- Drives the communication with the customer regarding implementation expectations, which includes developing and presenting delivery strategies to assist customers with implementation planning to meet their goals.
- Collaborate with sales and other cross-functional Workiva teams to advise on implementation discussions to help customers ensure their success with Workiva.
- Learn, apply and improve internal frameworks to prepare customized presentations to discuss implementation planning with prospective customers.
- Develop strong understanding of Workiva Services legal contract terms and rates, including consulting hours and fixed fee services.
- Interfaces directly with strategic implementation partners, offers insights to help teams prepare, and provides input on implementation expectations to develop joint go-to-market proposals for prospective customers.
- Actively tracks key deals and provides insight on forecast probability, stage, and completion with guidance from the leadership team.
- Develops and maintains a strong understanding of the Workiva platform to know the resources and expertise needed for a successful implementation.
- Conduct detailed discovery meetings, collect requirements and gain mutual understanding of customers needs followed by positioning ideal customer success solutions to resolve these needs
- Facilitate contracting and negotiation activities for paid success solutions including proposals, contracts and/or statement of work (SOWs) in close collaboration with our cross-functional Workiva teams
- Responsibly focus on workflows between pre-sales and resourcing/delivery team kick-off activities
- Provide the Professional Services team & customers with Subject Matter Expertise related to the proposed solution and client needs in order to ensure successful transformation.
What You'll Need
Education
- Undergraduate Degree or equivalent combination of education and experience in a related field.
- 3+ years in a customer facing role preferably in consulting and/or professional services with responsibility for account management, program management and/or management consulting
- Understanding of accounting and business systems including SAP, Oracle, Workday, Microsoft, and other ERP/GL platforms
- Experience working with cross-functional and geographically dispersed team members and customers
- Understanding of sales, services and statements of work/contracts
- Strong 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.
- Ability to integrate, motivate and build relationships with local and remote cross-functional team members 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
- Developing skills 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
- Proven problem-solving skills, process improvement and business acumen
- 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: $84,000 - $110,000
- 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.