Job Description

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.

Presales Engagement:

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.

Experience

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

 
Skills

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