Note: The job is a remote job and is open to candidates in USA. Workiva provides an AI-powered platform that unifies finance, risk, and sustainability on a secure foundation for complex organizations. The Senior Solution Consultant will serve as a strategic technical presales partner for the Public Sector sales team, leading discovery, whiteboarding, tailored demonstrations, proof-of-concept development, and technical deal strategy. The role also supports customer adoption, territory planning, cross-functional collaboration, and mentoring within the presales organization.
Responsibilities
- Execute pre-sales framework to engage customers, prospects, and partners via virtual and onsite meetings, drive the discovery and whiteboarding process, lead product demonstrations with various personas up to C-Level, and identify areas where Workiva solutions align to address customer/prospect needs
- Demonstrate expertise across all of Workiva’s domain areas - Financial Reporting, GRC, and Sustainability Reporting - developing working knowledge of industries, departments, and use cases where Workiva can deliver impact
- Translate the specific needs of the Public Sector into tailored Workiva solutions
- Serve as a proactive, strategic partner alongside Sales, developing territory and account plans and execution strategies on key opportunities that support Workiva's long-term objectives
- Conduct process assessments with customers, build Proof of Concepts (POCs) to validate requirements, build and present specific business cases and demo assets
- Ensure customer success by working with implementation partners and the Workiva Client Services team for smooth onboarding and long-term success
- Assist in developing new use-cases and leveraging existing templates providing proof of our solution's impact and value proposition
- Act as a technical leader within the team by proactively providing cross-domain coaching, sharing best practices, and mentoring peers on complex solution design to drive team-wide success and elevate the broader presales organization
- Work with Sales, Specialists, Product Marketing, Partners, CPX, Scoping, Product, and other cross-functional departments to achieve teams and company goals
Skills
- * Requires a minimum of 6 years of related experience
- * Undergraduate Degree or equivalent combination of knowledge and related career experience
- * Experience with Public Sector assured financial reporting within Federal, States, Local, etc. industries. Candidates should bring domain expertise in governmental workflows, regulations, and use cases
- * Up to 40% Travel
- * Reliable internet access for any period of time working remotely, not in a Workiva office
- Candidates must be authorized to work in the U.S. on a permanent basis
- * **Government Accounting & Reporting Expertise:**Practitioner experience in government accounting, emphasizing the preparation and analysis of complex financial statements using GASB, FASAB, and FASB standards
- Strong ability to operationalize GAAP guidance; CPA or CGFM certifications highly preferred
- * **Strategic Platform Advisor & Executive Storytelling:** Proven ability to lead cross-functional "Art of the Possible" workshops mapping platform capabilities to broad strategic objectives, connecting disparate use cases into a unified platform narrative tailored for audiences ranging from the C-suite (including CFOs, CIOs, CSOs and CROs) to accounting, technology, sustainability and GRC practitioners and managers
- * **Technical Architecture & Relationships:** Hands-on experience with SaaS architectures, API integration, and cloud technology platforms (ERP, FP&A, GRC, etc.)
- Able to execute enterprise sales motions and build independent, trusted relationships with Technical Decision Makers (TDMs) and Enterprise Architects
- Defines the Technical Point of View, deployment feasibility, and integration strategy to ensure a successful enterprise implementation
- * **Managing the Technical Sales Process:**Drives tailored technical evaluations, stakeholder mapping, whiteboarding, and business needs discovery to deliver high-impact, value-based demonstrations and formally capture and confirm technical win requirements to secure competitive differentiation
- * **AI Fluency & Ecosystem:** Continuously upskills on the broader AI landscape to articulate Workiva's AI value, differentiators, and roadmap within the context of overall market technologies, championing a "build with us" model
- Leverages AI internally to boost productivity, integrating tools into daily workflows to accelerate problem-solving while critically evaluating outputs for accuracy and bias, and mentors peers on effective AI-driven presales best practices
- * **Territory Development & Account Expansion:**Proactive co-owner of territory health, identifying white-space pipeline signals and participating in joint planning
- Acts as the strategic post-sale technical voice, designing multi-year "Success Blueprints" and engaging in 12-18 month journey mapping workshops alongside CPX and Sales to execute platform roadmap selling, ensure the client's technical "why" is met, and drive adoption
- * **Growth Mindset & Change Agility:** Comfortably navigates unfamiliar customer scenarios with a continuous learning mentality
- Proactively embraces ambiguity, upskills on evolving capabilities, builds agile internal processes, provides mentorship to elevate peers, and bridges the gap between overarching product roadmaps and the Public Sector team by surfacing product gaps, identifying new growth use cases, and translating impactful platform updates
Benefits
- Eligible for commission based on sales performance
- Restricted Stock Units granted at time of hire
- 401(k) match and comprehensive employee benefits package
- Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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