Presented by Fortra
Workiva  – Vice President of Solutions & Value Consulting
Vice President of Solutions & Value Consulting
Location: Remote

Workiva is on a mission to power transparent reporting for a better world. We believe that consumers, employees, shareholders, and other stakeholders today expect more from business – more action, transparency, and disclosure of financial and non-financial information. We build solutions to meet that demand, streamline processes, connect data and teams, and ensure consistency – all within a controlled, secure, audit-ready cloud platform.

Workiva delivers the world’s leading cloud platform for regulatory, financial, environmental, social, and governance (“ESG”) reporting. Workiva provides more than 4,400 organizations with software-as-a-service solutions to help solve some of the most complex reporting and disclosure challenges. People worldwide use our connected cloud platform to seamlessly enable collaboration and deep integration into existing work streams to simplify their most complex reporting challenges.

While our customers use our platform for more than 100 different use cases, we organize our sales and marketing resources into four solution groups, focusing primarily on the office of the Chief Financial Officer: regulatory reporting, non-regulatory reporting, financial services, and integrated risk. Our platform empowers our customers by connecting and transforming data from enterprise resource planning (“ERP”), governance risk and compliance, human capital management, customer relationship management systems, and other third-party cloud and on-premise applications. Customers use our platform to create, review, and publish data-linked documents and reports with greater control, consistency, accuracy, and productivity. Our platform is flexible and scalable, so customers can easily adapt it to define, automate, and change their business processes in real time. 

We are focusing investment on five major growth opportunities: ESG, European Single Electronic Format (“ESEF”), capital markets, our partner ecosystem, and global expansion. We believe growth outside of North America presents an attractive opportunity because the factors driving demand for our solutions in North America are similar to those in other developed countries, including managing complex datasets, reducing errors and risk, improving efficiency, and responding to regulatory requirements.

In 2021, we generated approximately 10% of our consolidated revenue from Europe, the Middle East and Africa (“EMEA”), and Asia-Pacific (“APAC”), and we expect these global markets to contribute an increasing percentage of total revenue. 


  • Founded: 2008
  • IPO: 2014 (NYSE: WK)
  • Total revenue: for ‘22 reached $537.9 million, an increase of 21.3% from $443.3 million in ‘21
  • TAM: $25 billion with the entry into new markets and geographies and with an expanded solution portfolio
  • Employees: 2,400+
  • Global offices: North America, Europe, and Asia, 18
  • Customers: 5,800+
  • Advisory and technology partners: 200+
  • FORTUNE® 500 customers: 85%
  • Countries where Workiva is used: 170+
  • Customer retention rate: (*Q2 2023) 98%*
  • FORTUNE 100 Best Places to Work For® five years in a row.




The Workiva platform is a single instance, multi-tenant software deployed in the cloud. Our platform, built on Amazon Web Services and Google Cloud Platform, comprises proprietary and open-source technologies. Customers can access Workiva solutions with any standard web browser. We believe the following characteristics highlight our platform’s key competitive advantages:

Features and Functionality. Our platform allows customers to connect data from ERP, GRC, HCM, and CRM systems, as well as other third-party cloud and on-premise applications with complete control, context, and clarity. Workiva’s drag-and-drop data transformation and preparation capabilities deliver previews and provide insights on the fly. Once the data is connected to the Workiva platform, users can automate data and workflow updates, track every change, and seamlessly collaborate with colleagues to create trusted reports and regulatory filings.

Easy to Deploy and Configure. The Workiva platform can be deployed within days or weeks for new customers and can be easily configured by the customer for individual employees or entire teams. Because our solutions are browser-based, customers avoid costly, time-intensive deployments typically associated with on-premise enterprise software.

High Performance. The architecture, design, deployment, and management of our solutions provide enterprise-grade scalability, availability, and security. The performance of the Workiva platform has been tested and proven by some of the world’s largest, most demanding enterprises.

Continuous Improvement. Frequent collaboration with customers and development iteration allow us to make continuous improvements by releasing a new version of our platform several times weekly.

Scales Rapidly. The Workiva platform is designed to support millions of end users due to its scalability and our relationship with Amazon Web Services and Google Cloud Platform. Many of our customers have reported millions of links to single data sources, among multiple documents, spreadsheets, and presentations, without any discernible negative effects on performance.

Secure. Many of the largest enterprises in the world trust us with their most sensitive data. We employ stringent data security, reliability, integrity, and privacy practices. In addition to our regular customer security assessments, we engage in continuous and ongoing penetration and vulnerability testing (manual and automatic, internal and third-party) and adhere to standards established by third parties such as FedRAMP and ISO 27001. We also engage third-party auditors to evaluate our controls against the service organization controls (“SOC”) compliance frameworks.

Marketplace. The Workiva Marketplace enables organizations to streamline existing processes and solve new business problems by activating more than 140 ready-made templates, 70+ no-code data connectors, and services from industry experts and trusted partners — all within the Workiva platform’s connected and secure ecosystem.




Something To Boast About

Workiva delivers a pure cloud platform with highly differentiated fit for purpose solutions to a large and loyal client base

  • 75% of the FORTUNE 500 are Workiva customers
  • 97.7% customer retention rate
  • #20 on the 100 Best Companies to Work For by Great Place to Work and Fortune magazine. Also listed as a best workplace in Technology and best workplace for Millennials and Parents.
  • 250 Partner Entities, including strategic alliances with 3 of the Big 4 global accounting firms


We organize our sales and marketing resources into four fit-for-purpose solution/product groups: Regulatory Reporting, Non-Regulatory Reporting, Integrated Risk, and Financial Services.

Our sales organization, led by EVP of Sales Mike Hawkins, employs a combination of field sales, inside sales, and partnership channels. Our sales organization comprises sales development representatives, pre-sales engineers, and account managers. Our sales development representatives qualify for sales-accepted opportunities for our account managers. Our pre-sales engineers focus on solutions, custom product demonstrations, and consultative sales. Our account managers work to attract new customers and expand our platform into new use cases and departments across our current customers’ organizations.

Our customer success and professional services teams also help our account managers build our existing customer relationships by providing advice and best practices that enable users to harness the full power of our platform. We plan to continue strengthening our sales coverage in our current markets and expand our sales footprint in locations where we see a demand for our solutions. 


Workiva is the world’s leading cloud platform for regulatory, financial, and ESG reporting. We deliver a pure cloud platform with highly differentiated fit-for-purpose solutions to a large, loyal client base. We entered 2022 with great momentum and are strategically investing to accelerate global growth, advance our product roadmap, and increase our sales pipeline. We have over a decade of experience and have invested over $600 million to deliver a cloud platform that supports board-ready, investor-grade reporting for the world’s largest organizations. We have great traction on our corporate strategy, poised for continued acceleration.


Job Summary

The Vice President of Solutions & Value Consulting is responsible for developing a strategy that enables
the achievement of revenue targets and company goals. This position is accountable for aligning Value
Consultants & Solution Consultants with strategic opportunities to ensure our customers and prospects
understand how we will solve their business challenges. The leader is responsible for these critical functions’ global growth, synergy, and scale, focusing on talent development, engagement, and


Leadership: Builds a strong, sustainable organization with high levels of employee engagement by
attracting and developing top talent and rewarding high performance

● Lead, coach, and mentor a globally dispersed high-performing team
● Uphold a culture of collaboration, innovation, inclusion, and continuous improvement
● Ensure the team delivers accurate, timely, value-added information
● History of followership, including demonstrated ability to attract talent to the company or team
● Executive presence with the ability to build relationships and gain the confidence of executive
leadership, customers, and key stakeholders
● Proven self-starter with a low ego/high humility, high emotional intelligence, and a demonstrated
ability to collaborate at all levels of the organization
● Success working in fast-paced and ever-changing environments

Solution & Value Consulting Operations: Creates the strategy, cross-functional alignment, and
technical enablement for SC/Value teams to carry out critical sales initiatives

● Leads a global team of senior leaders (VPs, Senior Directors, Directors) who support the sales
team through value selling and technical expertise.
● Architects best practices and guides on technical expertise, selling to value, customer expertise,
and Presales Organizational goals
● Acts as an evangelist who can discover and demonstrate how we can effectively help companies
with their assured integrated reporting needs across various industries.
● Considered a trusted advisor to sales leadership on Account Planning and Presales strategies
● Coordinates resource allocation and resolves resource conflicts and collects and organizes
feedback about sales opportunities, product features, competition, processes and methodologies
● Designs appropriate processes, measurements and infrastructure needed to maximize
productivity and sales goals.
● Lead the development of strategy, tools, and measurements that allow for overall organizational
growth. Define strategic projects that further the effectiveness of the combined knowledge of
these teams.
● Stays current on industry trends and drives continuous improvement
● Develop thought leadership around value management and quantification by integrating
principles into negotiation strategies and synthesizing customer experiences into reusable
content and methodologies
● Create and maintain adherence to value management strategy within sales operations and
stakeholder groups.
● Proven track record in team-building and company-growth activities, including strategy setting,
sales training, marketing efforts, and customer experience
● Mastery of presales support for all sales activities, including needs analysis, data review, product
demonstrations, and other general sales support as a player/coach
● Proactively drives demo and field feedback with product engineering and product marketing
teams that support the development and launch of Workiva solutions

What You’ll Need

Minimum Qualifications

● 15+ years of progressive leadership experience in a high-growth technology company
● Bachelor’s degree in Business, Finance, Accounting, Economics or a related field
● Experience at a top-tier B2B public SaaS company of $500M–$1B+ ARR that has experienced
fast-paced growth across global markets
● Experience leading Value Management and Solution Consulting functions and builds related
partner programs

Preferred Qualifications
● MBA or similar advanced degree
● Demonstrated leadership in managing highly skilled solution engineer/consultant resources
● Ability to influence at the executive level
● Excellent verbal and written communication skills, with the ability to convey complex concepts in
a simplified way to leaders
● Ability to set priorities, meet deadlines, and manage multiple projects in a fast-paced, changing

Working Conditions & Physical Requirements

● This position requires up to 50% travel and is primarily outside of the local area and overnight
● Reliable internet access for any period working remotely, not in a Workiva office

Executive Team

Julie Iskow – CEO

Michael Hawkins – EVP, Sales

Michael Gale – SVP

Jill Klindt – EVP & CFO

Erik Saito – SVP & General Manager, EMEA & APAC

David Haila – EVP & CTO

Brandon Ziegler – EVP, Chief Legal Officer & Chief Administrative Officer







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