Strategic Federal Account Executive

Workday

Maryland

Hybrid

USD 148,000 - 222,000

Full time

14 days+

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Job summary

Workday is seeking an experienced Major Account Executive to manage and grow the Department of War/Defense portfolio within the U.S. Federal market.

You will lead strategic deals, navigate complex procurement, and align with senior executives to deliver long‑lasting value with Workday’s ERP/HCM solutions. This role emphasizes building relationships, achieving upsell and renewal targets, and coordinating with cross‑functional teams to win large, strategic opportunities.

Qualifications

5+ years selling into the DoD and related agencies.
12+ years selling SaaS/ERP/HCM/Analytics to C‑levels from field sales.
10+ years negotiating with C‑Suite executives to close opportunities.
10+ years building relationships with existing customers for add‑on or incremental business.
10+ years developing long‑term account strategies with existing customers.
3+ years with DISA and IL4/IL5 accreditations as DISA is Workday's IL4 sponsor.

Responsibilities

Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory, notably for the Department of War/Defense.
Build and maintain relationships with existing customers to upsell and drive add‑on or renewal business.
Perform account planning for assigned accounts with cross‑functional coordination to ensure strategic alignment.
Drive strategic add‑on and renewal business of Workday solutions within Large Enterprise customers.
Coordinate cross‑functionally with Workday’s teams (pre‑sales, digital, value & bid‑management, marketing, technical and sales support).