Senior Director, Value Management - EMEA

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 Global Value Management organisation at Workday collaborates with prospects and customers as their trusted advisor to help them develop their enterprise technology strategy and articulate and measure the value of Workday.
They help customers understand the strategic and economic value of Workday throughout their lifecycle – from a prospect’s evaluation of Workday all the way through realized value post go-live as well as optimization and expansion of their Workday footprint.
We have the privilege of advising leaders ranging from the C-Suite of the world’s largest corporations to the all-knowing Analyst behind the scenes at small organizations. We are industry specialists, workmates, storytellers, and coaches. We seek to build a brighter future for our people and our customers.

About the Role

This role will lead the EMEA Value Management organisation and serve on the Global Value Management executive team as well as the EMEA Go to Market Leadership team. This leader will play a key role in crafting the future of value selling, driving innovation, and encouraging a culture of collaboration and perfection. You and your team will be responsible for helping customers understand how Workday’s differentiated capabilities will enable incremental value for their organizations. You will enjoy direct customer interaction and play a pivotal role in driving revenue for Workday across our growing product portfolio. 

Responsibilities:

Leadership & Team Management:

• Lead a high-performing team based in EMEA (with team members spread across 13+ countries): This includes recruiting, onboarding, mentoring, coaching, and empowering leaders and individual contributors to achieve their career goals while fostering a culture of collaboration, inclusivity, and continuous improvement. 

• Drive strategic alignment, resource allocation and execution: Collaborate with leadership within the organization and with sales to define team goals, align with broader organizational objectives, and ensure successful execution of the value management strategy within the aligned book of business. 

Value Management Expertise:

• Execute and adapt: Drive impact in the field such that Value Management directly impacts win rates and protects Workday’s premium position in the market. Refine the existing value management engagement model to meet the unique opportunities, needs and challenges of the business. Provide data-driven and qualitative analysis on the business and VM impact to improve pipeline, sales execution, and customer value realization.

• Champion value selling: Redefine and drive adoption of tools, methodology and messaging through data-driven insights demonstrating the impact and value of Digital Value selling to the sales organization

Collaboration & Innovation:

• Strategic Partnerships: Operate as a trusted advisor and strategic business partner to sales leaders, providing a data driven perspective on value selling adoption and surfacing ideas to support their business. Specifically, you will partner directly with the President of EMEA as well as with other field-facing sales team leaders (Solution Consulting, Services, Go-to-Market Strategy, Partners, etc.) 

• Cross-functional Collaboration: Work optimally with other teams to identify, scale, and implement innovative value selling practices across the broader sales organisation.

• Global Value Management Partnership: As a member of the Global Value Management leadership team, you will own global strategic workstreams in service of taking care of our global team, overseeing our global book of business and driving the practice to innovate to meet the evolving needs of the market.

VIBE (Value Inclusion Belonging & Equity):

• Foster a collaborative and inclusive team environment: Cultivate a culture that values diversity, encourages open communication, and supports individual growth and development, enabling every team member to thrive and contribute their unique perspectives.

About You

Basic Qualifications:

• 7+ years of relevant experience including two recent years of experience in leading Value Management or business consultant teams

• Proven track record as a trusted advisor to C-level business audiences

• Understanding of complex software deal dynamics and ability to think strategically about driving software opportunities forward

Other Qualifications:

• MBA or post-graduate degree preferred

• Travel up to 40% across EMEA

• Domain experience in Enterprise Software; Financials, Analytics, and Human Capital Management solutions is required

• Strong consulting skillset, including excellent discovery, analysis, quantitative modeling, listening and interpersonal skills

• Deeply curious about business, highly motivated to have an impact on customers, and broadly interested in variety of customers/issues 

• Excellent collaboration, executive presentation and persuasion skills

• Deep understanding of business operations, financial metrics, and industry trends.

• Excellent written and verbal communication skills, including presentation skills.

• Ability to influence and persuade others.

• Creative problem-solving skills.

• Ability to take initiative, work independently, and find solutions to challenges.

• English fluent and multilingual welcomed

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!