Description
You are an experienced enterprise seller who combines technical fluency, executive presence, and disciplined sales execution. You are comfortable engaging CIOs, CTOs, senior technology leaders and ecosystem partners while navigating complex, multi-stakeholder sales cycles.
Key Focus & Responsibilities:
- Own complex enterprise sales cycles. Lead platform, data, analytics, AI, and extensibility opportunities from discovery through negotiation and close. Build account strategies, qualify opportunities, shape executive-level value propositions, and progress accounts with discipline.
- Build trusted executive relationships. Engage CIOs, CTOs, and senior technology leaders to position Workday as a strategic enterprise software partner for technology modernization, platform innovation, and business transformation.
- Connect technical priorities to business value. Translate customer needs across cloud architecture, data strategy, AI, integration, security, governance, and enterprise transformation into clear value based sales strategies.
- Orchestrate cross functional teams. Partner with Core Account Executives, presales, value management, product, customer success, partner teams, and sales support to deliver compelling customer outcomes.
- Develop pipeline and identify timely opportunities. Build pipeline across assigned accounts by identifying customer business events, technology priorities, modernization initiatives, and market signals that create opportunities for Workday’s AI and platform solutions.
- Advance partner and ecosystem selling. Collaborate with cloud partners, global system integrators, and technology ecosystem partners to expand Workday’s relevance within the customer’s broader IT landscape.
Basic Qualifications:
- +8 years of high-performing enterprise SaaS sales experience
- +5 years specifically focused on selling complex platform, cloud architecture, enterprise data, or AI/analytics solutions directly to the Office of the CIO or CTO.
- Documented track record of consistently meeting or exceeding quota while closing multi-stakeholder enterprise deals ($500K+ ACV).
- Demonstrated co-prime/overlay success working in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.
Other Qualifications
- Domain & Technical Fluency: Strong technical credibility in modern enterprise IT architectures, cloud data foundations, API orchestration, data privacy/security, and AI/ML platform integration.
- oCIO Persona Fluency: Speaks the language of IT leadership, smoothly transitioning from business process outcomes to data pipelines, model orchestration, and zero-copy architecture.
- Challenger & Value Selling: Proven ability to challenge legacy IT assumptions, frame business cases using clear TCO models, and align technology roadmaps to strategic business goals.
- Cross-Ecosystem Interoperability: Ability to position Workday's extensibility, analytics, and autonomous agent capabilities as an interoperable component of a client's wider IT stack.