Account Executive - US Federal

Workday•Reston, MD

10d•Hybrid

About The Position

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.

Requirements

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
Must be a United States citizen (naturalized or native) due to federal government security requirements.

Nice To Haves

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

Responsibilities

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)