Sr Field Sales Strategy Director - Federal

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 the broader Revenue Operations team focused on supporting and enabling sales teams to sell more efficiently and effectively by providing strategic direction and reducing friction in the sales process. Field Sales Strategy works hand in hand with the Federal Sales Team to achieve quarterly targets in line with growth objectives, while partnering with the Federal GVP and COO to develop and execute our Long-Term Revenue Strategy for the federal government sector.

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: Driving the operational cadence focused on efficiencies and planning cycles designed for growth.

About the Role

• This role's primary responsibility is to support the Federal GTM team to achieve sustainable growth and capture 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, Solution Consulting, Sales, and Services. Success in the role requires a team player approach, the ability to work across organizations with disparate needs, creativity, and original thinking to proactively identify new and different approaches to analyzing data, and the ability 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 creating and executing action plans to impact the key growth initiatives in the Federal GTM team.

• Key Areas of Responsibility
• Go-to-Market Planning / Operational Plans: Support the Federal GTM Leadership Team with 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 stakeholders (Marketing, Value Management, CSD, Sales, Alliances) to drive the cadence of focus on pipeline impact and coverage. Identify pipeline gaps and assess pipeline building activities, integrating and coordinating those plans through this cadence.
• Execute Forecasting and Opportunity Management Process: Drive consistency and adoption of predictable and accountable cadence and sales methodology. 
• Monitor Relevant KPIs and OKRs: Prepare relevant analysis to support senior management decision-making, driving transparency and insight into the health of the business and the actions required to improve.
• Drive and Support Transformation & Change Activities: Deliver programs across the federal government sales team 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 best practices across the team and the regions, as well as product or industry-based sales plays.
• Prepare Key Presentations: Develop storylines for quarterly business reviews, sales kick-off activities, executive approvals, all-hands calls, etc.
• Engage with Finance/Sales: Drive the annual budgeting and planning process.

About You

• Basic Qualifications:
• 7 years of Federal Government Domain Expertise: including but not limited to intelligence and defense line of business.
• 7 yea