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*Your work days are brighter here.*
At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That's why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don't need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here.
About the Team
Field Sales Strategy is part of a broader Operations team focused on supporting and enabling sales teams to sell more efficiently and optimally by providing strategic direction and reducing friction in the sales process.
Field Sales Strategy works hand in hand with Sales to complete quarterly targets in line with growth objectives, while developing our Long-Term Revenue Strategy.
In support of that mission, this role works cross-functionally and with sales leadership to drive growth through:
People---assessing talent, optimal staffing and development priorities. Innovation---Initiating and leading group-specific initiatives. Scale---Drive the operational cadence focused on efficiencies and planning cycles designed for growth.
About the Role
Key Areas of Responsibility:
Go to Market Planning / Operational Plans -- Complete market potential assessment, design, and implementation of sales coverage models, productivity targets, quota credit and compensation rules, territory definition and account assignments.
Coordination of Demand Generation Activities -- Work with different partners (Marketing, Value Management, CSD, Sales, Partner) to drive the regional Demand Generation Boards to optimize pipeline impact and coverage. Identification of pipeline gaps & assessment of pipeline building activities, integrating and coordinating those plans through the regular group pipeline counsels.
Implement Forecasting and Opportunity Management Process -- Drive consistency and adoption of the Workday Way Sales Methodology.
Supervise Relevant Critical Metrics, Objectives and Key Results - Prepare relevant analysis to support senior management decision making, driving clarity and insight into the health of the business and the actions required to improve.
Drive and Support Transformation & Change Activities -- Deliver on programs across the supported region ranging from large deal / executive sponsor programs to deal coaching on key opportunities.
Support Business Scalability -- Through initiatives such as simplification and standardization of processes, and sharing of standard methodologies across the team and the regions, as well as product or industry-based sales plays.
Prepare Key Presentations -- Develop storyline for quarterly business reviews, sales kick off activities, executive approvals, all hands calls etc.
Engaging with Finance/Sales -- Drive the annual Budgeting and Planning process.
About You
Basic Qualifications
Other Qualifications
Knowledge and Experience:
Experience in driving sophisticated, cross organizational projects for process improvement, GTM development, etc.
Experience doing data analysis, modeling, and/or financial analysis to support and drive usiness decisions
Experience in business application software and SaaS
General familiarity with consultative selling methodologies
Proficiency with Salesforce.com is highly recommended
Proficiency with Excel and Powerpoint
Eye For Business and Setting Strategy:
Deep understanding of business processes
Strong knowledge of demand generation processes, marketing planning and pipeline build
Driving for Results:
Strong communicator who is customer focused and can work across the organization and company to continue improving the way Workday serves customers
The successful candidate must be able to deliver results in the organization. They will be proficient in performance management and be a strong business partner to other senior leaders
Leading Teams:
Consultative approach and strong communication skills to engage with key partners at the senior executive level. Conflict resolution & change agility. Confirmed cross-team collaboration and facilitation/organizational change skills.
Practical, hands-on approach with the ability to lead by example.
They will cultivate collaboration among team members and teams and will be able to use a wide range of individuals to address relevant issues. Can establish rapport and effective relationships and encourage people to accept responsibility for their work, sharing wins and successes.
Building Relationships and Using Influence:
Ability to build and sustain excellent relationships at multiple levels internally and with partners.
High emotional intelligence and an ability to challenge in a nuanced way. Influencing areas of the business that are not under direct control will be vital.
Confirmed history and track record of working with cross-functional teams to ensure everything is geared to customer success.
Workday Pay Transparency Statement
The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate's compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday's comprehensive benefits, please click here.
Primary Location: USA.IL.Chicago
Primary Location Base Pay Range: $152,700 USD - $229,000 USD
Additional US Location(s) Base Pay Range: $152,700 USD - $229,000 USD
Our Approach to Flexible Work
With Flex Work, we're combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-offi ce each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.
Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.
Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.
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