The Manager, Major Account Sales, Business-to-Business (B2B) manages and executes the overall go to market strategy for our new Major Account Sales for the Home Appliance Division (HAD) business for Brother PR products. - This position is eligible for a 26k sales bonus in annual total at 100% of target, with the opportunity to achieve above 100% dependent on individual performance and in alignment with company sales and bonus plans.
Duties & Responsibilities Strategic Relationship Development & Territory Management Build and maintain strong relationships with end-users across state and local government agencies, school districts, higher education institutions, and healthcare systems Act as a trusted advisor to decision-makers, procurement teams, and technical stakeholders by aligning Brother's solutions to meet operational and compliance needs Identify, engage, and develop strategic reseller and channel partner relationships that align with SLED and healthcare business plans Influence product specification and design-in opportunities through early engagement in project planning and contract development Sales Execution & Account Growth Develop and execute territory sales strategies to achieve revenue targets and expand Brother's footprint in the SLED and healthcare sectors Proactively identify and pursue net new opportunities, while nurturing and expanding existing customer accounts Work collaboratively with internal teams (product, marketing, legal, operations) to support sales initiatives, contract compliance, and solution delivery Contract and Bid Support Support and manage participation in relevant cooperative contracts, state contracts, and GPO agreements Participate in or lead bid responses, RFP evaluations, and quoting efforts in partnership with the internal contracts team and resellers Ensure product and pricing alignment within contract guidelines and customer expectations Reporting & CRM Management Maintain accurate and up-to-date activity, pipeline, and opportunity data within Salesforce CRM Provide regular reports on account status, territory performance, and market conditions to management Monitor industry and vertical trends, bringing forward insights to help refine go-to-market strategies Experience & Qualifications Education Bachelor's Degree (or equivalent experience) in Business, Marketing, Healthcare Administration, Public Affairs, or equivalent Experience Minimum 7 years Experience in major account sales or business development, preferably in SLED and/or healthcare markets Experience managing large territories and complex sales cycles across multiple verticals Experience working with resellers, integrators, and contract vehicles (cooperative purchasing agreements, GPOs, state contracts) Software/Technical Skills Knowledge of Customer Relationship Management (CRM) Software (Salesforce preferred) Other Skills/Knowledge/Abilities Expertise in public sector and/or healthcare procurement processes Strong consultative sales, relationship-building, and territory planning skills Excellent verbal and written communication skills Self-starter, able to work independently in a remote and field-based environment Ability to foster trusted relationships with internal and external stakeholders Additional Details for This Role This role is a remote field-based role. Role Overview The Manager, Major Account Sales, State, Local & Education (SLED) and Healthcare is a field-based sales leader responsible for building and growing strategic relationships across the State, Local Government, Education, and Healthcare verticals. What You'll Do- Works on highly complex, ambiguous customer challenges that require creative solution design, innovative technical approaches, and a thorough understanding of enterprise architectures- Educates customers on AI capabilities, security and risk considerations, and practical application, helping them evaluate how Workiva's AI roadmap integrates with their existing AI frameworks- Expert in multiple domain areas, or expert in a primary domain with significant expertise in others, developing working knowledge of industries, departments, and use cases where Workiva can have an impact- Leads "Art of the Possible" workshops and multi-solution assessments to brainstorm cross-functional use cases, mapping the entire Workiva platform to the customer's broad strategic objectives (e.g., digital transformation, risk mitigation)- Operates as a strategic extension of the Enterprise Client Director, contributing to account planning, pipeline development, and long-term account strategy- Independently builds and nurtures deep, trusted relationships with technical champions, acting as the primary contact for architectural strategy and future-state discussions- Deliver world-class demo experiences that showcase the platform through clear, compelling storytelling tailored to executive audiences and business transformation goals- Exemplify best-in-class storytelling across demos, workshops, and customer engagements to drive strong commercial outcomes- Leads multi-solution, platform process assessments with customers and builds executive Proof of Concepts to validate requirements and prove value drivers- Leads the development of new frameworks, best practices, processes, and reusable assets that elevate the broader SC team- Mentors SCs across the organization, providing coaching on discovery, demo strategy, technical acumen, and executive communication- Partners closely with cross-functional teams such as Customer Success and Value Management to influence the account planning strategy and provide continuous support to our largest customers throughout the expansion lifecycleWhat You NeedMinimum Qualifications- 8+ years of experience in finance, financial reporting, software development, technical sales, or a related field with a bachelor's degree- Proven ability to design and deliver highly effective demonstrations of complex business software tailored to the needs of operational users, management, and executives- Hands-on technical experience with SaaS solutions, cloud technologies, and architectures- Financial Services industry knowledge is valuable and will be essential to success in this role. With deep knowledge across the Workiva platform, the Lead SC partners with sales, senior customer stakeholders and cross-functional teams to shape a strategic platform vision, deliver tailored and value-based demonstrations, construct long-term adoption roadmaps, and influence technical decision-making at scale. |