About the Role
Workday is the leader in enterprise-class, software-as-a-service (SaaS) Human Capital Management and Financial Management solutions. As a Senior Services Executive, you will pivot from traditional implementation planning to strategic advisory. You will be responsible for the planning, management, and execution of Professional Services business development activities, but with a specific focus on the "Art of the Possible."
You will use your experience in consulting and change management to help customers visualize a transformation powered by Workday Illuminate (AI), Workday Extend, and Prism Analytics. You will not just be selling a deployment; you will be positioning a platform for agility. You will work closely with our ecosystem of Global Systems Integrators (SIs) to align on methodology and ensure our customers adopt a modern, data-driven approach to their business challenges.
What you’ll do:
1. Drive Strategic Value: Effectively position the value of Workday’s deployment methodology, moving the conversation beyond technical setup to business transformation, AI-driven efficiency, and data insights (Prism).
2. Evangelize Innovation: Act as the subject matter expert on how Workday Extend and Workday Illuminate can solve unique business problems, distinguishing our platform from legacy competitors.
3. Consultative Discovery: Conduct services discovery sessions focused on business outcomes, change readiness, and strategic goals rather than just functional requirements.
4. Partner Alignment: Cultivate deep, mutually beneficial relationships with Big SI partners, ensuring alignment on deployment strategy and commercial models.
5. Commercial Execution: Lead, negotiate, and close Professional Services Agreements, Statements of Work, and other contractual documentation with a focus on value-based outcomes.
6. Forecasting: Maintain accurate and timely prospect, pipeline, and service forecast data.
7. Relationship Building: Use your presentation and influencing abilities to solve complex problems and foster long-term relationships built on a foundation of empathy, mutual trust, and strategic vision.
About You
Basic Qualifications
8. 5+ years of experience in Professional Services Sales or Strategic Consulting/Advisory roles within the Enterprise Software or Digital Transformation space.
9. 5+ years of experience working for, or closely partnering with, Global Systems Integrators (Big SIs) (e.g., Deloitte, Accenture, PwC, KPMG), with a deep understanding of their delivery models and commercial structures.
10. Proven experience in Change Management: Ability to discuss the people and process side of digital transformation, not just the technology.
Other Qualifications
11. Platform proficiency: Ability to understand and explain the business benefits of Artificial Intelligence (AI), Machine Learning, and PaaS (Platform-as-a-Service) without needing to be a technical developer.
12. Track record in complex sales: Proven success in running sophisticated services sales cycles from start to finish with successful revenue and profitability attainment.
13. Strategic mindset: Experience shifting conversations from "features and functions" to "business value and ROI."
14. Solid understanding of the Human Capital Management or Financials Enterprise Application space (competitors, trends, and strategic direction).
15. Outstanding soft skills: Phenomenal presentation skills with the ability to command a room of C-level executives.
16. Commercial acumen: Strong attention to detail and experience with commercial processes, including RFP responses, scope description, and contract documentation.
17. Ability to travel up to 35%.
Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.