Sr. Director, Global Specialized, Digital, CoE and CSD Field Sales Strategy

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 Sales Strategy and Operations team is responsible for defining and driving the overall GTM, in tight coordination with Sales and extended teams. Success in this role is demonstrated through the sales team’s consistent delivery against their sales targets, both quarterly and annual, with minimal disruption or volatility.
This team is the strategic advisor to sales, and carries a wide charter. From deep strategy engagement like defining GTM motions, team structures, setting quotas, to delivering insights on team performance and running forecast calls, this team gets involved across all aspects of the business. A critical part of the role is to facilitate engagement across extended teams to ensure the broad organization is in sync to deliver the budget.
This team is global, with team members in North America, EMEA and APJ. This team is supported via the Revenue Ops organizations including Demand Management, Insights and Analytics, Strategy & Planning, Enablement, and Data Operations. This role reports into the VP of NA Sales Strategy, who sits within the Revenue Operations organization.

About the Role

We are looking for a multifaceted leader to build a dedicated team supporting the Specialized, Digital, CoE and CSD Sales Motion within Workday. Success in this role requires a team-player approach, with the ability to work across organizations, collaborate on ways to implement the business plan, and advise and influence senior leadership.

The successful candidate will have a bias towards action, ability to use data to drive decisions, and have solid understanding of both direct and indirect selling motions. This person will challenge the organization, using creativity and original thinking to proactively identify new and different approaches to deliver on the sales targets.

• 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 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.

• Implement Forecasting and Opportunity Management Process – Drive consistency and adoption of the Workday Way Sales Methodology.

• Monitor Relevant critical metrics. 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 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:

• 5+ years of experience in Sales Operations or Sales Management

Other Qualifications:

• Experience in driving sophisticated, cross interpersonal projects for process improvement, GTM development, etc. 

• Experienc