Sr Director, Field Sales Strategy

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Sr Director, Field Sales Strategy

Apply remote type Flex locations Italy, Milan France, Paris Spain, Madrid time type Full Time posted on Posted 2 Days Ago job requisition id JR-0087401

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 Sales Strategy and Operations team is responsible for improving the effectiveness ($/HC) and efficiency (% attainment) of the field sales team.

About the Role

About the Role

In this role, you will be acting as COO for the South Europe region and responsible for Sales Planning, Go-To-Market design, Demand Management, Opportunity Management process, Sales Forecast process and supervising business performance. Your primary purpose is to support the sales team to achieve sustainable growth and capture market share across the region.

Working closely with the GVP Sales for South Europe, the key responsibilities will be for delivering insights, early warning and solutions based on best practices and business acumen. Sales Operations supports strategic and operational decision-making at this fast-growing technology company.

Success in the role requires a team player approach, ability to work across organisations with disparate needs, creativity and original thinking to proactively identify new and different approaches to analysing data, to synthesise multiple information sources to generate fresh strategic insights.

Insights into market dynamics, buying behaviours, sales execution, pipeline management and competitive trends are key to create and execute action plans to impact the key growth initiatives in the region.

Key Areas of Responsibility: 

• Go to market planning / Operational Plans – Market potential assessment, design and implementation of sales coverage model, productivity targets, quota credit and compensation rules, territory definition and account assignments

• Drive and support transformation and change activities in programs/ projects across the regions

• Active monitoring of the relevant KPIs and preparation of relevant analysis to support senior management decision making

• Pipeline development and monitoring, identification of gaps & assessment of pipeline building programs

• Coordination of Demand generation activities across the regions. Working with different stakeholders (Marketing, Value Management, CSD, Sales, Alliances) drive the Regional Demand Generation plans to optimise pipeline impact and coverage. Integration of those plans and coordination through the Demand Generation boards

• Preparation of presentations and management documents for the Senior Leadership team, including preparing and presenting at quarterly business reviews

• Support the yearly Budgeting and Planning process

• Creating strategic plans to expand the presence in the region and supporting key business development opportunities

• Mentoring and developing of team members as well as bringing the team together to offer a consistent approach to key stakeholders

• Ensure consistency of performance: ensure focus on hiring, planning, pipeline generation, opportunity management best practices, management best practices, etc to drive consistent performance against targets

• Leveraging of Internal Resources:  having a view across all supporting teams, identify areas to improve performance via utilisation of internal teams, programs, platforms, or initiatives

• Communication:  be the conduit from corporate / global functional teams into the sales organisation, as well as be able to communicate the Sales POV back into these global / corporate teams, offering the critical priorities and areas of focus

• Surrogate:  Act as surrogate when Sales Leaders are unavailable to attend calls, provide forecasts, deliver QBRs, etc.

• Execute: define and execute the sales cadence to deliver the insights, forecasts, and outcomes of the business. Drive execution of launched sales plays, programs and initiatives, focusing on increasing the outcome of the teams via these initiatives

About You

• Leadership, Strategic & Business Acumen

• Analytics Capabilities - Experience doing data analysis, modelling, and/or financial analysis to support or drive business decisions

• Results driven

• Experience in business application software and SaaS

• Proficiency with Salesforce.com is highly desirable

• Consultative approach and strong communication skills to engage with key stakeholders on senior executive level

• Conflict resolution & change agility

• Proven cross - team collaborations and facilitation skills

• Experience in driving complex, cross organisational projects for process improvement, GTM development, etc.

• Deep understanding of business processes

• Solid knowledge of demand generation processes, Marketing planning & pipeline build

• Customer focus

• General familiarity with consultative selling methodologies

• Proven Sales Execution skills

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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Being a Great Place to Work

Are you interested in contract opportunities at Workday?

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.

About Workday

At Workday, our employees have always been our number one Core Value. We understand that everyone has unique experiences and perspectives which is why our mission is to create a safe space where all people and ideas are welcomed. Our commitment to value inclusion, belonging, and equity (VIBE) and creating a brighter workday for all is the cornerstone of all we do. Join us!

Workday is a leading provider of enterprise cloud applications for finance and human resources. Founded in 2005, Workday delivers financial management, human capital management, and analytics applications designed for the world's largest companies, educational institutions, and government agencies. Organizations ranging from medium-sized businesses to Fortune 50 enterprises have selected Workday.

Workday is proud to be an equal opportunity workplace. Individuals seeking employment at Workday are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws.

Further, pursuant to applicable local ordinances, Workday will consider for employment qualified applicants with arrest and conviction records.

We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.

Workday is committed to providing reasonable accommodations for qualified individuals with disabilities, disabled veterans, and others during our application process. If you need assistance or an accommodation due to a disability or for religious reasons, contact us at accommodations@workday.com.