About the Role

This role will support one or more direct or indirect contracts with the U.S. Federal Government which, due to federal government security requirements, mandates that all Workday personnel working on the contracts be United States citizens (naturalized or native).

Here at Workday, our Account Executives are key players in our Field Sales organization. Our Customer Base sales team uses their extensive experience and consultative selling skills to initiate and support sales of Workday Solutions within Workday’s existing customers. This fantastic team of hardworking professionals play a key role in driving incremental add-on business into strategic named accounts.  As a team, we believe that partnering with our customers to craft relevant solutions that deliver long-lasting value is super important. We want to make sure that our customers are positively satisfied from day one and forever ongoing. 

In this role, you will primarily be responsible for managing and growing the Department of Defense.  As an existing customer, the Department of Defense is looking to grow and scale their Workday solutions. This role would act as the Major Account Executive to align with the goals of the Human Capital Manager senior executives within the Department of Defense.

In this role, you will:

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory, namely for the Department of Defense.
• Be responsible for developing and maintaining relationships with existing customers with a focus on upselling via deal management
• Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment
• Drive strategic add-on and renewal business of Workday solutions within Large Enterprise customers
• Coordinate cross functionally with Workday’s internal teams (pre-sales, digital, value & bid-management, marketing, technical and sales support)

About You

Basic Qualifications:

• 5+ years of experience selling into the Department of Defense and/or related agencies.
• 12+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C-levels from a field sales position.
• Experience (10+ years) negotiating deals with a variety of C-Suite Executives to close opportunities
• Experience (10+ years) with building relationships with existing customers for add-on or incremental business
• Experience (10+ years) in developing long-term account strategies with existing customers
• Experience (3+ years) with DISA as well as IL4 / IL5 accreditations as DISA is Workday's IL4 sponsor

Other Qualifications (preferred):

• Top Secret security clearance (preferred)
• Experience with managing longer deal cycles beyond 6 months, with large deal sizes
• Understanding of the strategic competitive landscape of the industry by staying up to date with trends and customer needs so you can effectively position Workday solutions within accounts
• Experience leveraging and partnering with internal team members on account strategies
• Excellent verbal and written communication skills

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 .

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.