Sr. Director, Field Sales Strategy and Operations

2 weeks ago

Atlanta, United States Workday Full time

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

Field Sales Strategy is part of the broader Revenue Operations team focused on supporting and enabling the sales teams to sell more efficiently and effectively by providing strategic direction and reducing friction in the sales process. We work hand in hand with the sales leadership teams to achieve quarterly targets in line with growth objectives while developing and executing our long-term revenue strategy.

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 Role

This role's primary responsibility is to support the SLED 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, but not limited to, Product, Marketing, Corporate Sales Development, Solution Consulting, Sales, Channels 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. A consultative approach leveraging insights into market dynamics, buying behaviors, sales execution, pipeline management, and competitive trends is key to creating and executing action plans to impact the key growth initiatives in the SLED GTM team.

Key Areas of Responsibility

  • Go-to-Market Planning / Operational Plans: Support the SLED 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 (Sales, Marketing, Demand Orchestration, Value Management, Solution Consulting, Sales Development, Partner and 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.

  • Draft and Monitor Relevant KPIs and OKRs: Work with SLED leadership to define OKRs in support of key focus areas and 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.

  • Design and Deliver Transformation & Change Activities: Via a consultative approach with sales leadership, design and deliver programs across the SLED 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 experience in Public Sector Domain Expertise: including but not limited to Higher Education, State and Local Government.

  • 7 - 10 years in operations, GTM planning/execution, or related field.

  • 7 years of developing and supporting go-to-market and cross-company strategies in support of government business

  • 5 years experience with CRM systems, marketing automation tools, and data analytics platforms.

Other Qualifications:

  • Bachelor's degree; MBA preferred

  • Proven Track Record of success in developing and supporting go-to-market and cross-company strategies in support of Government business.

  • Understanding of process design and implementation, including change management.

  • Data analysis, modeling, and/or financial analysis to support and drive business decisions.

  • Proficiency with Salesforce.com is highly recommended.

  • Strong knowledge of demand generation processes, marketing planning, and pipeline building.

  • Influence areas of the business that are not under direct control.Ability to build and sustain excellent relationships at multiple levels internally and with partners.


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.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

PDN-9d378a3a-43e0-4cfe-82bc-81fa5a7fc1ad

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