Senior GRC Solutions Sales Lead, EMEA

Requirements

• 8+ years experience in a related role – enterprise technology or similar complex solution sales

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• 3+ years of progressive sales management experience – preferably in software or technology organizations

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• Undergraduate Degree or equivalent combination of knowledge and related career experience

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• (Desirable) Understanding of the Software as a Service (SaaS) business model

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• (Desirable) Expereince selling GRC, audit or risk solutions is highly advantageous

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• (Desirable) Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions

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• (Desirable) Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts

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• (Desirable) Ability to manage and coach a diverse team of sales professionals

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• (Desirable) Exceptional communication skills and business acumen

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• (Desirable) Executive presence with the ability to communicate at the most senior level

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• (Desirable) Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle

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• (Desirable) Ability to lead your team to manage multiple complex sales cycles simultaneously

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• (Desirable) Ability to negotiate pricing with a focus on retaining value

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• Up to 30% travel for regular customer meetings and events

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• Reliable internet access required for any period of time working remotely and not in a Workiva office

What the job involves

• The Senior Sales Manager delivers sales results against growth revenue targets through leadership and management of a team of GRC Solution Sales Executives

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• Utilizing their influence, the Senior Sales Manager performs a strategic leadership role by directing sellers to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers

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• As the forefront leader who interacts with customers, the Senior Sales Manager is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally

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• This role will lead a GRC Solution Sales team across diverse EMEA markets

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• Develop personalized coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement

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• Mentor and encourage a growth mindset amongst the team

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• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges

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• Assess and set account territory priorities for the team

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• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts

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• Use data to monitor performance and identify trends or areas for improvement

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• Develop sales strategies and tactics that align with company goals and customer needs

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• Observe, assess and monitor seller outreach, deal pipeline and deal quality

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• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success

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• Build relationships with external customers, prospects and partners, to support the go-to-market strategy

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• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed

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• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices

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• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

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