AE Perkins

Compensation

Full Description

Position Summary: The Regional Sales Manager (RSM) is responsible for driving sales growth by understanding prospective client needs and positioning Workforce Go! solutions to meet their business objectives. This role requires consultative selling skills, focusing on understanding each account’s unique business requirements and recommending Workforce Go! HCM and Workforce Management solutions. The RSM will engage directly with C-level decision-makers, aiming to build a strong sales pipeline within a defined set of prospects and existing accounts. Responsibilities: Consultative Sales Strategy: Utilize consultative selling techniques to uncover prospect business needs and recommend Workforce Go! solutions that align with those needs. (Advanced) Create and communicate the value proposition of Workforce Go! solutions, effectively engaging and presenting to C-level executives. (Advanced) Pipeline Management & Forecasting: Develop and maintain a thorough understanding of each account’s industry, with a focus on aligning Workforce Go! solutions with client goals and objectives. (Intermediate) Provide accurate forecasts within a committed timeline, keeping Salesforce updated with current account and prospect status, pipeline metrics, and relevant notes. (Intermediate) Deal Ownership & Relationship Building: Lead and quarterback deals through the complete sales lifecycle, building strong relationships and collaborating with key stakeholders, both internally and externally. (Advanced) Conduct discovery sessions to understand customer needs and propose the best-fit solutions that address those needs effectively. (Advanced) Business Needs Identification: Identify and create compelling business cases and ROI for each prospect, highlighting the benefits and financial returns of Workforce Go! solutions. (Intermediate) Present customized solution demonstrations tailored to client-specific needs and business objectives. (Advanced) Knowledge, Skills, and Abilities Required: Industry & Solution Expertise: Deep understanding of Human Capital Management (HCM) or Workforce Management software, with experience selling Cloud/SaaS-based solutions at the C-level. (Advanced) Familiarity with Workforce Go! solutions or UKG Ready is highly desirable. (Intermediate) Sales and Negotiation Skills: Strong negotiation skills, with demonstrated ability to articulate business benefits clearly and persuasively. (Advanced) Proven track record of managing complex sales cycles, typically spanning 6 to 18 months, and consistently exceeding $1M+ quotas. (Advanced) CRM Proficiency: Skilled in using Salesforce for accurate account tracking, reporting, and forecasting, with a commitment to maintaining up-to-date account information. (Intermediate) Communication & Presentation Skills: Exceptional written and verbal communication skills, with a polished, professional presentation style suitable for executive-level discussions. (Advanced) Credentials & Experience: Education & Experience: 5+ years of proven success in selling Cloud/SaaS-based solutions, ideally in HCM or Workforce Management. Track record of meeting or exceeding $1M+ quota in a sales environment. Experience engaging C-level decision-makers and managing long sales cycles. Preferred Experience: Familiarity with UKG Ready and prior experience in Workforce Management solutions. Travel Requirement: Ability to travel as needed to engage with clients and prospects. BENEFITS Medical Insurance Vision Insurance Dental Insurance 401(k) Matching Flexible Spending Accounts Health Savings Accounts Disability & Life Insurance Employee Assistance Program LegalShield ID Shield Commuter Reimbursement Plan Tuition Reimbursement Bonus Pay - This position falls under our “Corporate Bonus Plan” which entitles you to a potential bonus payout of up to 10% of your annual salary as an annual bonus, if offered employment. ADDITIONAL BENEFITS INCLUDE: Wellable membership Telescope Health (telehealth) through Accresa Intellect (mental health) application Employee engagement activities, including voluntary events, raffles, book club, and more!