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 incredible opportunity is focused on leading a team of Net New ("hunter") Account Executives focused on selling into Australia's Financial Services and Insurance (FSI) industry.
The team will be expected to drive demand generation activities, forecast revenue attainment, work with our SI/partner ecosystem, and lead sales opportunities across HCM, Payroll, ERP/GL and FP&A domains in Banking, Insurance, Wealth Management, REITs etc.
The FSI team is a high-performing roster of seasoned Workday Account Executives, in a vertical where Workday has a strong footprint of customer references to draw upon. It is a high profile and strategic role for Workday as we continue to grow our customer community and ARR contribution for the broader APAC business.
About the Role
We are looking for a Sales Leader who has experience in leading successful teams; including coaching Account Executives, driving net new revenue growth initiatives, advising on deal strategy, supporting executive sponsor alignment calls, aiding in commercial negotiation processes and forecasting revenue.
As a Regional Sales Director at Workday you will demonstrate a strong ability to drive account development, pipeline generation activities and customer wins over vendors like SAP, Oracle/Netsuite and Microsoft up-market, and Tier 2/SMB solutions down-market. The role will also focus on leveraging value-centric sales messaging that heightens the probability of capital/investment approval and project prioritisation.
The role requires a high level of collaboration across the Workday business, including (but not limited to) Presales/Solution Consulting, Value Management, Business Architecture, Professional Services, Marketing, Deal Desk and Legal.
Successful candidates will demonstrate executive presence and sales leadership experience in the Financial Services sector, including (but not limited to):
Actively coach, support, and lead a sales team around account coverage, territory management, demand generation, competitive differentiation and opportunity execution.
Influencing our Go To Market Strategy for key FSI sub-verticals.
Articulating Workday's value proposition and impact on prospective customers' OKRs to create new demand for Workday's HCM &/or Financial solutions.
Building C-level executive relationships that drive deals to a successful conclusion.
Support and shape deal strategy to create new opportunities.
Drive Workday Culture and cross-group collaboration as a member of the regional leadership team. Align with Workday's core values.
Work with our co-sell and implementation partners.
You currently lead a team that sells net-new solutions into enterprise sized organisations.
Someone who thrives in successfully supporting their people through complex and lengthy sales cycles.
A track record of over-achievement (please supply your quota attainment results as part of your application).
A deep understanding of FSI and the office of the CFO function across the APAC region.
And finally, you possess deep relationships and a network to leverage across the Australian FSI market.
About You
Basic Qualifications
You are a self-starter with a stellar sales & leadership track record for SaaS/ cloud transformation solutions selling to C-suite decision makers.
Minimum 5+ years experience as a sales leader successfully selling solutions at C-Level.
Experience within the ERP, HCM, Payroll, Procurement, FP&A, or AI/ML software applications.
Demonstrable results in leading teams within complex, team-based sales environments.
Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment.
Experience in managing a geographically distributed team of highly skilled opportunity-creating and business-transformational Account Executives would be a strong preference.
Prior experience in building out Account executive territory Management and Target Account plans preferred.
Other Qualifications
Savvy in identifying customer problems and propose comprehensive solutions for their needs.
Strong use of insights and data to drive decision making in the sales process.
Experience leading a team through sophisticated, strategic, sales cycles by orchestrating internal teams of pre-sales, value management, bid management, inside sales, marketing and sales support.
True passion for delivering results through others.
High level of accountability in a high growth environment.
Proficiency across a variety of selling methodologies, with an existing track record of coaching or teaching these skills.
Role Outcomes:
Revenue - Help your team beat their quota.
Customer engagement - Create compelling, value based transformation opportunities that drive customer engagement.
Customer success - Our customer's success is our success.
Customer satisfaction - They love how we've prepared them for the future and created previously unreleased levels of value.
Team success - You inspire success - we are successful together and always as a team.
Your success - You want to know you're adding value in an organisation where you're valued by your team and your customers.
If you're interested in applying for this opportunity, we ask that you take the time to review and update your resume to align with what we're looking for and apply directly to this advertisement. We thank you in advance for your interest in joining us here at Workday.
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.
Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!
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