Principal Services Executive

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.

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About the Team

• Workday is the leader in enterprise-class, software-as-a-service (SaaS) Human Capital Management and Financial Management solutions for handling global businesses.
The Services Executive team includes a diverse range of skills and experience from across professional services, functional subject matter expertise and sales fields. The team plays a substantial role in connecting Workday’s services and sales organizations; ensuring that we are supporting subscription sales by differentiating Workday’s services approach and methodology, as well as ensuring that our customers are set up to be successful in their deployment projects and meet their business objectives.
Our aim is to be trusted advisors to our prospects and customers, working to Workday’s core values of Customer Service and Integrity, and protecting Workday’s consistent track record of customer happiness. Successful candidates will be passionate about working as part of an account team driving and supporting sales cycles; engaging with customers to develop deployment strategies and plans that meet their requirements; and leading detailed and sophisticated sales processes, preparing estimates, proposals and contracts.

About the Role

• Services Executives within our Professional Services organization are the key conduit between the dynamic Professional Services organization and the burgeoning Field Sales organization.
• You will use your experience with consulting sales and project delivery to help our customers put together a plan for a successful project, including resources, timeline, and costs. You’ll employ effective selling strategies to successfully position Workday’s SaaS Solutions and technologies as the cost effective, modern alternative, and become a specialist in Workday’s innovative deployment methodology. You will work closely with Workday ecosystem Partners to help them plan projects for our customers’ success and grow their business. If you have a stellar consulting delivery and sales track record, are a self-starter, and love working in a dynamic environment, then Workday is the place for you.
• Create and manage complex Deal Strategies.
• Understand the competitive landscape and customer needs so you can effectively position the value of Workday’s innovative deployment methodology and Professional Services.
• Work with Account Executive and Customer Success workmates to determine Services Strategy.
• Present Workday Customer Services overview and conduct services discovery sessions.
• Create and validate Professional Services Proposals and high-level Project Plans.
• Author, manage, negotiate, and close Professional Services Agreements, Statements of Work and other contractual documentation.
• Actively build and manage mutually beneficial relationships with Workday tier one ecosystem Partners and proactively work with those Partners on strategic pursuits.
• Assess project team training needs for customers.
• Maintain accurate and timely customer, pipeline, and service forecast data.
• Provide support for services activities and events.
• Respond to complex RFP’s/RFI’s/RFQ’s issued by prospective customers

About You

• A proven, successful track record of Professional Services Sales in ERP - HCM, Payroll, Finance solutions.
• Experience managing and/or participating in ERP implementation projects – for example: Human Resources, Benefits, Time Tracking, Payroll, Financial Systems, Analytics, Budgeting/Planning, Recruiting, Performance Management, Compensation.
• You will use your experience with consulting sales and project delivery to help our customers put together a plan for a successful project, including resources, timeline, and costs. You’ll employ effective selling strategies to successfully position Workday’s SaaS Solutions and technologies as the cost effective, modern alternative, and become a specialist in Workday’s innovative deployment methodology. You will work closely with Workday ecosystem Partners to help them plan projects for our customers’ success and grow their business. If you have a stellar consulting delivery and sales track record, are a self-starter, and love working in a dynamic environment, then Workday is the place for you.

• Create and manage complex Deal Strategies.
• Understand the competitive landscape and customer needs so you can effectively position the value of Workday’s innovative deployment methodology and Professional Services.
• Work with Account Executive and Customer Success workmates to determine Services Strategy.
• Present Workday Customer Services overview and conduct services discovery sessions.
• Create and validate Professional Services Proposals and high-level Project Plans.
• Author, manage, negotiate, and close Professional Services Agreements, Statements of Work and other contractual documentation.
• Actively build and manage mutually beneficial relationships with Workday tier one ecosystem Partners and proactively work with those Partners on strategic pursuits.
• Assess project team training needs for customers.
• Maintain accurate and timely customer, pipeline, and service forecast data.
• Provide support for services activities and events.
• Respond to complex RFP’s/RFI’s/RFQ’s issued by prospective customers

• Other Qualifications:

• Significant experience (10 years or greater) overseeing complex services sales cycles from start to finish with a record of successful services revenue and profitability attainment required.
• Basic understanding of cloud architecture.
• Foundational knowledge of vendors, products, and services in the Higher Education ERP - HCM, Payroll, Financials.
• Great presentation skills while participating in a fast-paced, complex product and services sales cycle.
• Bachelor’s Degree or equivalent work experience.  Master’s Degree Preferred.
• Ability to travel up to 50% of the time.
• Strong business acumen, with the ability to analyze financial and market information to identify opportunities, optimize costs, and drive strategic decision-making for increased profitability and growth is essential.  
• Strong business development skills, with a focus on identifying and capitalizing on market opportunities, building strategic partnerships, and driving organizational growth through new initiatives and customer retention strategies, are highly valued. 
• Exceptional relationship building skills, with a focus on effective communication, empathy, and fostering positive relationships to enhance teamwork, client retention and collaboration, are essential.  
• Proven ability in professional services sales, with a focus on understanding client needs, effectively communicating value, and building strong relationship[ps to drive customer satisfaction and achieve revenue goals, is essential.
• Exceptional consultive selling skills, with a focus on understanding customer needs, building relationships and effectively communicating value to drive customer satisfaction, retention and revenue growth, are a necessity.
• Prior experience with effectively conveying the benefits of a SaaS architecture to all levels of the enterprise.

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 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.PA.Berwyn

Primary Location Base Pay Range: $169,000 USD - $253,500 USD

Additional US Location(s) Base Pay Range: $169,000 USD - $253,500 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.

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