Senior Director of Sales Strategy & Operations, Workday
DACH
Enterprise management cloud platform
Job no longer available
Enterprise management cloud platform
1001+ employees
Job no longer available
1001+ employees
Company mission
To provide an all-in-one management cloud solution for the rapidly changing business requirements of the modern world.
Role
Who you are
- 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
- 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
- Proficiency with Salesforce.com is highly desirable
What the job involves
- 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
Otta's take
Sam Franklin
CEO of Otta
Workday is a cloud-based software vendor that provides management of workforces and finances. The company uses a single database for workforce management and financial management to offer integration and optimize business intelligence across companies. It has added to the packages and tools it offers over the years, providing analytic options that allow companies to combine third-party data with information collected by Workday.
Workday has acquired and paired up with many other companies to keep expanding its offering. In 2021, it purchased the employee feedback platform Peakon in response to the growing need for managers to be able to survey workers and collect satisfaction data without face-to-face meetings. The company has also bought and developed many financial tools and HR management tools.
The company’s goal is to provide end-to-end back office services and while there are other providers, such as UKG Pro and Ceridian HCM, Workday’s broad offering helps them to stand out. Though it faced a tough global market in 2023 and has shed some of its headcount, Workday has seen a 6.5% gain in value in the first quarter of 2024. It is now focusing on growth and developing the AI capabilities of its platform. .
Insights
Many candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2011
$85m
SERIES F
Apr 2009
$75m
SERIES E
Total funding: $215.3m
Company benefits
- Company equity
- Vision and dental insurance
- Work from home opportunities
- Health insurance
- Virtual primary care
- Flexible time-off policy
- Global mental health resources
- Global dedicated on-site clinical counselors
- Global well-being days
- $25k fertility/family planning benefits
- North Star financial wellness
- Retirement funds and matching
Company values
- Employees - Most fundamentally, people are the core of our business. Without them, we would not have a business. We hire the best and expect great accomplishments
- Customer service - Every investment and decision we make has our customers in mind, and we pull out all stops to make the satisfaction of our customers paramount
- Innovation - We aim for innovation not only in our development organization but also in the way we approach all aspects of our business
- Integrity - We say what we mean, and mean what we say. We stick to our commitments, treat everyone equitably, and communicate openly and honestly
- Fun - We also feel it’s important to have a sense of humor. We like to laugh—it makes our work that much more enjoyable. We also invest in community and company events that help our employees and their families feel a connection to Workday beyond business as usual
- Profitability - Long-term economic success is what helps us provide employees and customers with the best productivity tools, solutions, and services. While important, profitability is not why we exist. Simply put, at Workday we exist to make and provide great products and services
Company HQ
Pleasanton, CA
Founders
Aneel Bhusri
(CEO)Worked for Morgan Stanley for 3 years and took a Stanford MBA, before spending almost 6 years at Oracle as SVP. Co-founded Workday in 2005 while working as a Greylock Advisory Partner.
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