Job Title: Sr Field Sales Strategy Director - Federal
Posted by: Workday on Sep 28, 2024
Location:
McLean , VAJob Description:
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
This role will support one or more direct or indirect contracts with the U.S. Federal Government which, due to federal government security requirements, mandates that all Workday personnel working on the contracts be U.S. Citizens (naturalized or native).
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 RoleThis 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 ResponsibilityGo-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 years in operations, GTM planning/execution, or related field7 years of developing and supporting go-to-market and cross-company strategies in support of government business5 years experience with CRM systems, marketing automation tools, and data analytics platforms. Including but not limited to experience in federal cleared quote-to-cash process, systems, and tools5 years of FSO, FCL, and the infrastructure needed to drive cross-company implementation workstreamsOther Qualifications:Bachelor's degree; MBA preferredPreference for candidates with TS/SCI clearanceWorkday 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.VA.McLean (Tyson's Corner)
Primary Location Base Pay Range: $169,700 USD - $254,500 USD
Additional US Location(s) Base Pay Range: $169,700 USD - $254,500 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!
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
This role will support one or more direct or indirect contracts with the U.S. Federal Government which, due to federal government security requirements, mandates that all Workday personnel working on the contracts be U.S. Citizens (naturalized or native).
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 RoleThis 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 ResponsibilityGo-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 years in operations, GTM planning/execution, or related field7 years of developing and supporting go-to-market and cross-company strategies in support of government business5 years experience with CRM systems, marketing automation tools, and data analytics platforms. Including but not limited to experience in federal cleared quote-to-cash process, systems, and tools5 years of FSO, FCL, and the infrastructure needed to drive cross-company implementation workstreamsOther Qualifications:Bachelor's degree; MBA preferredPreference for candidates with TS/SCI clearanceWorkday 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.VA.McLean (Tyson's Corner)
Primary Location Base Pay Range: $169,700 USD - $254,500 USD
Additional US Location(s) Base Pay Range: $169,700 USD - $254,500 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!
Pay Rate:
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HR. Website URL:
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About Workday
Workday is a cloud-based software vendor that specializes in human capital management and financial management applications. Headquartered in Pleasanton, Calif., Workday was founded in 2005 by Dave Duffield and Aneel Bhusri, former executives at PeopleSoft, an enterprise resource planning (ERP) software vendor later acquired by Oracle. Workday is a pioneer in software-as-a-service business applications, and Workday software has often been recognized for its ease of use and quick implementation, compared with on-premises HCM and finance applications. The company does not officially consider itself Workday ERP, but it is widely considered to be in direct competition with ERP vendors, including Oracle and SAP. Over the years, Workday has added other components of HCM, talent management and finance to its suite, and it released versions for specialized markets, such as higher education and government. Workday Student, targeting higher education, came out in 2013, while Workday Recruiting arrived in 2014 and Workday Learning, a learning management system, became available in 2016.
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