Sr Sales Strategy Director

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

The NA Sales Strategy and Operations team is responsible for business execution, demand management, planning, and go-to-market design across Workday’s North American operations.

About The Role

This role's primary responsibility is to support the sales team to achieve balanced growth and collect market share. This role will be cross-functional and will orchestrate all components of the “supply chain of selling” including Product, Marketing, Corporate Sales Development, Presales, Sales and Services. Success in the role requires an excellent teammate approach, the ability to work across organizations with disparate needs, creativity, and original thinking to proactively identify new and different approaches to analyzing data, to synthesize multiple information sources to generate fresh strategic insights. Insights into market dynamics, buying behaviors, sales execution, pipeline management and competitive trends are key to build and implement action plans to impact the key growth initiatives in the supported region.

About You

Key Areas of Responsibility:

Go to Market Planning / Operational Plans – Complete market potential assessment, design, and implementation of sales coverage models, efficiency targets, quota credit and compensation rules, territory definition and account assignments.
Coordination of Demand Generation Activities – Work with different collaborators (Marketing, Value Management, CSD, Sales, Alliances) 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 DGBs.
Complete Forecasting and Opportunity Management Process – Drive consistency and adoption of the Workday Way Sales Methodology.
Supervise Relevant critical metrics and OKRs - 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.

Basic Qualifications

5+ years of experience in Sales Operations/Sales management.

Other Qualifications

Knowledge and Experience:

Experience in driving sophisticated, cross interpersonal projects for process improvement, GTM development, etc.
Experience doing data analysis, modeling, and/or financial analysis to support and drive business decisions
Experience in business application software and SaaS
General familiarity with consultative selling methodologies
Proficiency with Salesforce.com is highly recommended

Business Insight and Setting Strategy:

Deep understanding of business processes
Solid understanding of demand generation processes, marketing planning and pipeline build

Aiming 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 well versed 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 team members at the senior executive level. Conflict resolution & change agility. Shown cross-team collaboration and facilitation/organisational change skills.
Practical, hands-on approach with the ability to lead by example.
They will feed 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 dynamic way. Influencing areas of the business that are not under direct control will be important.
Shown 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.CA.Pleasanton

Primary Location Base Pay Range: $165,300 USD - $247,900 USD

Additional US Location(s) Base Pay Range: $165,300 USD - $247,900 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-office 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.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!

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