Market Development Executive

Varicent -posted 3 months ago
Minneapolis, MN
501-1,000 employees
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The Market Development Executive – Workday is responsible for driving pipeline creation and accelerating revenue growth within the Workday ecosystem. This role was created to expand Varicent’s market presence by engaging Workday sellers, building and executing ecosystem enablement programs, and directly supporting strategic pursuits in collaboration with Varicent Regional Sales Managers (RSMs) and Presales. Success will be measured by Workday-sourced pipeline development, Workday-sourced bookings, customer adoption, and partner engagement outcomes.

  • Lead the outreach, planning, and execution of in-person Workday Enablement Meetings, equipping Workday sellers to position Varicent effectively.
  • Drive the development of Workday-sourced pipeline through a combination of direct outreach to Workday account and opportunity owners (with tailored account-level POVs) and the ideation, design, and execution of 1:many marketing and ecosystem events.
  • Act as the Workday subject matter expert in support of Varicent Regional Sales Managers (RSMs) and Presales, shaping pursuit strategy and ensuring effective co-sell execution.
  • Maintain an accurate and timely weekly forecast, including opportunity notes and account status updates in CRM.
  • Collaborate cross-functionally with Marketing, Alliances, Services, and Product teams to align programs, messaging, and delivery to Workday’s priorities.
  • Support and/or lead supplemental strategic initiatives that strengthen Varicent’s position in the Workday ecosystem, such as roadmap development, customer value documentation, competitive positioning, and ecosystem expansion.
  • 7+ years in enterprise SaaS sales, presales, partner/alliances management, or business development roles.
  • 3+ years of experience working with or alongside ecosystem partners (Workday experience strongly preferred).
  • Demonstrated ability to build pipeline through partner-led or co-sell motions.
  • Proven success enabling sellers and delivering partner-driven marketing programs.
  • Strong relationship-building skills with partner sellers and executives.
  • Ability to deliver compelling presentations and facilitate in-person enablement sessions.
  • Deep understanding of enterprise software sales cycles and partner co-sell mechanics.
  • Strategic account planning, opportunity qualification, and pursuit support expertise.
  • Strong organizational discipline with CRM, pipeline management, and forecasting.
  • Industry-specific knowledge in at least one of Workday’s priority verticals (e.g., Financial Services, Technology & Media, Professional & Business Services, Retail, or Manufacturing) with the ability to connect Varicent’s solutions to industry-specific challenges and trends.
  • Familiarity with incentive compensation, territory and quota planning, or sales performance management processes is a plus.
  • Diverse, collaborative, and innovative team environment.
  • Opportunities for personal and professional growth.
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