Medium Enterprise Account Executive, Customer Base

Workday • Pleasanton, CA

4d • Hybrid

About The Position

Workday’s Account Executives are key members of its Field Sales organization. The Customer Base sales team uses consultative selling to initiate and support sales of Workday solutions to existing customers, driving incremental add-on business in strategic named accounts. This role focuses on Medium Enterprise customers and requires partnering with customers to craft solutions that deliver lasting value and support customer satisfaction.

The position develops and maintains relationships with existing customers, plans assigned accounts in coordination with pre-sales and other resources, and drives strategic add-on and renewal business. It also coordinates with internal pre-sales, digital, value and bid-management, marketing, technical, and sales-support teams. Workday uses a flexible-work approach, with at least 50% of each quarter spent in the office or in the field with customers, prospects, and partners, depending on the role.

Requirements

• At least 4 years of experience selling SaaS/cloud-based ERP, HCM, financial, planning, or analytics solutions to C-level executives from a field sales position.
• At least 4 years of experience negotiating deals with a variety of C-suite executives to close opportunities.
• At least 4 years of experience building relationships with existing customers for add-on or incremental business.
• At least 4 years of experience developing long-term account strategies with existing customers.
• Excellent verbal and written communication skills.

Nice To Haves

• Industry knowledge in legal, construction, professional services, or accounting.
• Strong analytical and spreadsheet skills.
• Experience managing deal cycles longer than 6 months and large deal sizes.
• Understanding of the industry’s strategic competitive landscape, including trends and customer needs, to effectively position Workday solutions within accounts.
• Experience leveraging and partnering with internal team members on account strategies.

Responsibilities

• Develop and maintain relationships with existing customers, focusing on upselling through deal management.
• Perform account planning for assigned accounts and coordinate with pre-sales and other resources to ensure strategic alignment.
• Drive strategic add-on and renewal business for Workday solutions within Medium Enterprise customers.
• Coordinate cross-functionally with internal pre-sales, digital, value and bid-management, marketing, technical, and sales-support teams.

Benefits

• May be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
• May be eligible for annual refresh stock grants.
• Flexible work approach, including flexibility to create a schedule suited to business, team, and personal needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed