Senior Solution Consultant – Governance, Risk, and Compliance

This is a fully remote position, open to applicants in United States.

📋 Description

• Utilize Workiva’s pre-sales methodologies, such as Demo2Win and MEDDIC, to facilitate discovery, conduct product demonstrations, respond to RFPs, engage with customers and partners, and align Workiva solutions with client requirements.

• Showcase expertise in Workiva’s Governance, Risk, and Compliance offerings by developing a thorough understanding of relevant industries, departments, and scenarios where Workiva can make a significant impact.

• Collaborate with the Sales team to create account strategies, assist in technical qualification, contribute to forecasting, and formulate deal strategies that align with Workiva’s goals and objectives.

• Perform process evaluations with clients, create Proof of Concepts to verify requirements, and build and present tailored business cases for partners.

• Guarantee customer success by partnering with implementation teams and the Workiva Client Services team for seamless onboarding and long-term success.

• Aid in the development of new use cases or utilize existing templates to demonstrate our solution’s impact and value proposition.

• Exhibit proficiency in AI by leveraging AI to enhance presales processes and responsibly communicating Workiva’s AI capabilities to prospects and users.

• Keep abreast of new Workiva products, roadmap features, platform improvements, and market trends to support roadmap selling and showcase current and future capabilities.

• Collaborate with Sales, Product Marketing, Client Services, Scoping, and Customer Success teams to meet team and organizational objectives.

• Maintain comprehensive presales documentation and uphold business process integrity, including deal notes, Technical Win updates, opportunity support, expenses, and necessary training.

• Represent Workiva with confidence at marketing events, webinars, conferences, speaking engagements, and other client-facing settings, both onsite and virtually.

• May initiate cross-domain coaching, training, or mentoring for peers.

⛳️ Requirements

• A minimum of 6 years of relevant experience is required with a Bachelor’s degree; or 4 years with a Master’s degree; or 2 years with a PhD.

• Knowledge of Governance, Risk, and Compliance (GRC) is advantageous for this role. Candidates should possess either existing expertise or show a strong willingness to quickly acquire deep domain knowledge.

• Experience in Software as a Service (SaaS) is essential, with a strong preference for candidates possessing GRC SaaS expertise (PreSales, implementation, consulting, etc.).

• Background in Big 4 consulting is preferred.

• Ability to gather business requirements and deliver a compelling, value-based software demonstration.

• Exceptional verbal, written, presentation, and interpersonal communication skills.

• Self-driven with a strong inclination towards action, results, and continuous improvement.

• Proficient problem-solving abilities and the capability to articulate solutions to business challenges effectively.

• Experience engaging with and presenting to business or IT managers and executives, including CISO or infrastructure audiences.

• Practical technical experience with SaaS solutions, cloud technologies, and architectures.

• Familiarity with high-level technical aspects of connectivity and integration (API).

• Proficiency in AI, including the ability to utilize AI tools to enhance presales execution and responsibly convey AI capabilities to clients.

• Experience in building processes from scratch, including design, proposal, and cross-functional collaboration.

• Familiarity with structured selling or demonstration frameworks, such as Demo2Win, MEDDIC, or similar methodologies.

• Experience in supporting Technical Win validation, which includes decision criteria, solution alignment, risks, obstacles, and next steps.

• Experience in supporting customer-facing events, webinars, conferences, roadshows, speaking engagements, or strategic demonstrations.

• Experience in proactively collaborating with and providing feedback to product management teams to capture new customer requirements and enhancements, with the ability to seek guidance as needed.

🏝️ Benefits

• On Target Earnings (OTE) range in the US: $156,000.00 - $253,000.00 USD annually.

• Eligible for commission based on sales performance.

• Restricted Stock Units granted upon hire.

• 401(k) match and comprehensive employee benefits package.