Sr Field Sales Strategy Director (SLED)

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 the sales teams to sell more efficiently and effectively by providing strategic direction and reducing friction in the sales process. We work hand in hand with the sales leadership teams to achieve quarterly targets in line with growth objectives while developing and executing 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: 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 SLED 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, but not limited to, Product, Marketing, Corporate Sales Development, Solution Consulting, Sales, Channels 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. A consultative approach leveraging insights into market dynamics, buying behaviors, sales execution, pipeline management, and competitive trends is key to creating and executing action plans to impact the key growth initiatives in the SLED GTM team.

Key Areas of Responsibility

• Go-to-Market Planning / Operational Plans: Support the SLED 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 (Sales,  Marketing, Demand Orchestration, Value Management, Solution Consulting, Sales Development, Partner and 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. 
• Draft and Monitor Relevant KPIs and OKRs: Work with SLED leadership to define OKRs in support of key focus areas and 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.
• Design and Deliver Transformation & Change Activities: Via a consultative approach with sales leadership, design and deliver programs across the SLED 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.<