Account Executive - SMB

OneSource Virtual (OSV) has helped more than 1,000 Workday customers take their teams from transactional to transformational with innovative technology and services for HR, payroll, and finance. Founded in 2008, OSV is the leading exclusive provider of Business-Process-as-a-Service (BPaaS) solutions for Workday, delivering services with unparalleled choice, unwavering commitment, and uncompromising support. OneSource Virtual’s global headquarters is located in Dallas, Texas, with additional locations across North America and Europe. Find your company’s solution at www.onesourcevirtual.com.

Position Summary/Objective

The Account Executive – Small & Midsize Business (SMB) must understand complex business buying cycles, team sales, and alignment of service offerings to customer desired outcomes.  This role will engage proactively in the assigned territory with the Workday sales teams and leverage a network of professional contacts to collaborate on new customer acquisition strategies.  The primary responsibility for this role is new customer acquisition and company revenue growth.

Essential Functions/Duties/Responsibilities

• Be a key player in OSV’s field sales team to drive net new business sales into small to medium accounts to be defined by Workday as 1,000 employees or less.
• Drive complex sales cycles to closure utilizing internal teams of Marketing, Business Development, Solution Consulting, Legal and Executive Leadership.
• Implement value-selling processes alongside a wealth of knowledge of Workday’s products and corresponding OSV BPaaS Services.
• Use experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors.
• Employ effective selling strategies to successfully position outsourcing in the areas of payroll, benefits administration, HR and finance.
• Understanding of the strategic competitive landscape and customer needs so you can effectively position Workday and OSV solutions within prospective accounts.
• Cultivating mutually beneficial relationships with Workday sales teams in assigned territory.
• Maintain accurate and timely customer, pipeline, and forecast data. Continuing maintenance of accurate Salesforce data.
• Responsible for managing and overseeing the contract sales initiatives in assigned territory.
• Ability to operate in a fast-paced, multi-dimensional environment.

Competencies

• Action Orientated- Displays a positive attitude to readily act on challenges for identifying and seizing new opportunities.
• Builds Networks- Builds strong formal and informal networks by maintaining relationships across a variety of functions and locations.
• Communicates Effectively- Is effective in a variety of communication methods allowing for attentive listing and adjustment to fit the audience and message.
• Persuades- Negotiates skillfully in tough situations thru positioning views and arguments appropriately to win support.
• Drives Results- Persists in accomplishing objectives despite obstacles and setbacks.
• Situational Adaptability- Understands that different situations may call for different approaches by picking up on situational cues and adjusting in the moment.
• Collaborates- Partners and works cooperatively with others across the organization and Workday SMB Sales Team to achieve shared objectives.
• Instills Trust- Keeps confidences thru following through on commitments and shows consistency between words and actions.
• Resilience- Bounces back and grows from hardships, setbacks and negative experiences.

Supervisory Responsibility

None

Qualifications and Experience

• Bachelor’s Degree from accredited institution or relevant work experience in HR services or enterprise software.
• Located in the assigned region preferred. Relocation assistance not available, selected candidate may relocate at their own expense.
• 5+ years’ experience selling into SMB organizations of 1,000 or less employees as defined by Workday.
• Proven expertise in understanding the strategic competitive landscape and customer needs so you can effectively position solutions within prospective accounts.
• Experience cultivating mutually beneficial relationships with strategic partners and alliances.
• Proven success with transformational selling and strategy.
• Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment.
• Proven experience of pulling together different business units to maximize on sales opportunities.
• Proven ability to maintain accurate and timely customer, pipeline, and forecast data.

Preferred Skills

• Familiarity with SaaS architecture.
• Experience selling ERP software, especially HCM solutions.
• Existing relationships with Workday Sales AE’s and RSD’s in the assigned region.

#LI-REMOTE

You are encouraged to learn and share ideas when you join the OneSource Virtual team. We reward innovative thinking, fresh perspectives, creative collaboration, and hard work. As an organization experiencing routine strategic growth, we are always on the lookout for intelligent, talented, and forward-thinking professionals to join our team. OSV employees enjoy a values-based culture, upward mobility, and professional development with opportunities of all kinds.