Sales Strategy & Operations Lead

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 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, Presales, 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, 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 complete action plans to impact the key growth initiatives in the supported region. 

 

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. 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 stakeholders (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. 

• Execute Forecasting and Opportunity Management Process – Drive consistency and adoption of the Workday Way 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 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 best practices 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  

• 2 + years of experience in Sales/Sales management. 

Other Qualifications    

• Experience in driving complex, cross organizational 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 

• Bachelor's degree in business or related field

 

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 w