AI Services Sales Executive - EMEA

Workday, Inc.; London; Hybrid; GBP 60,000 - 100,000; Full time

Job description

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.

At Workday, we value our candidates’ privacy and data security. Workday will never ask candidates to apply to jobs through websites that are not Workday Careers. Please be aware of sites that may ask for you to input your data in connection with a job posting that appears to be from Workday but is not. In addition, Workday will never ask candidates to pay a recruiting fee, or pay for consulting or coaching services, in order to apply for a job at Workday.

About the Team

Come experience Workday! Workday is a 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 meaningful role in connecting Workday’s services and sales organisations; ensuring that we are supporting subscription sales by differentiating our 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

As an AI Services Sales Executive within our Professional Services organisation, you are responsible for leading, planning, management, and execution of all Professional Services business development activities with a focus on our AI offerings across various market segments and industries.

You will be a key team member of the Workday Field Services team, working alongside Workday Account Executives, driving Workday Subscription sales. In this role, you’ll use your experience with consulting sales and project delivery to help prospects put together a plan for a successful AI implementation project, including resources, timeline, and costs. You’ll employ effective selling strategies to optimally position Workday’s AI solutions, SaaS solutions, and platform technologies as the efficient, modern alternative, and you will be a professional in Workday’s innovative deployment methodology. If you have a strong consulting delivery and sales track record, are a self-starter, and thrive in a sophisticated environment, this Workday team is the place for you.

About You

Responsibilities:

• Collaborate and support subscription sales cycles as part of an account team.
• Engage with customers to develop deployment plans around Workday’s AI offerings that align with their requirements.
• Lead detailed and complex sales processes, including the preparation and executive level presentation of estimates, proposals, and contracts.
• Understand the competitive landscape and prospect needs to effectively position the value of Workday’s innovative deployment methodology, AI offerings, and Professional Services.
• Present Workday Customer Services overview and conduct services discovery sessions.
• Build and validate Professional Services Proposals and high-level Project Plans.
• Cultivate mutually beneficial relationships with Workday Service Partners.
• Assess project team training needs for prospects and customers.
• Maintain accurate and timely prospect, pipeline, and service forecast data.
• Lead, negotiate, and close Professional Services Agreements, Statements of Work, and other contractual documentation.
• Provide support for services activities and events.
• Effectively communicate the benefits of AI technology and its application in Workday products to all levels of the enterprise.

Basic Qualifications

• 6+ years Advanced consultative selling expertise in Financials/Contracts and/or HCM/Recruiting, with the ability to deeply understand client business challenges, identify AI opportunities, and co-create solutions.
• 6+ years of proven experience working with and/or selling Workday or other Enterprise solutions.
• 6+ years professional services sales, with a focus on understanding client needs, effectively communicating value, and building strong relationships to drive customer satisfaction and achieve revenue goals, with proven success and vertical familiarity within consulting or software “as a service.”
• 1+ years applied understanding of AI concepts (machine learning, natural language processing, Generative AI), AI applications across industries, and the value proposition of AI with an adaptability and a commitment to continuous learning in the rapidly evolving field of AI. Ability to collaborate with a technical team to understand and address AI-related challenges is essential.

Other Qualifications

• Ability to discuss technical aspects of AI solutions, including data requirements, integration challenges, deployment, adoption, support and maintenance considerations.
• Solid understanding of data concepts such as data quality, data management, data volume and data velocity.
• Solid understanding of vendors, products, and services in the Enterprise application space.
• Business insight and Business process knowledge in Human Resources and Financials (preferred).
• Ability to articulate how AI solves specific business problems and improves outcomes.
• 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.
• Ability to translate complex technical jargon into clear, concise, and business-oriented language for diverse audiences.
• Strong presentation and demonstration skills to effectively showcase the value and benefits of AI solutions.
• Exceptional relationship-building skills, with a focus on effective communication, empathy, and fostering positive relationships to enhance teamwork, client retention, and collaboration.
• Language - English is required and German, French or Spanish would be a plus.

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.