Principal, Industry Advisor - Retail & Hospitality

Workday•Pleasanton, CA

2d•Hybrid

About The Position

Your work days are brighter here. We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too. About the Team The Industry GTM team is responsible for developing strategies that support the maximization of value, growth, and profitability! The team is tasked with implementing strategic and scalable Go-to-Market activities in collaboration with key stakeholders globally, with the primary remit of credentialing Workday in strategic sales opportunities, presenting our industry strengths to key constituents, and investing in key stakeholder groups to accelerate growth. About the Role This role supports our retail & hospitality business in North America, to build industry credibility, grow the sales pipeline and engage with our customers to increase revenue. The Industry Advisor will personally participate in sales cycles, and drive programs resulting in increased pipeline and revenue. In partnership with regional sales leadership, you will work to elevate Workday’s market position in retail & hospitality. You will have the opportunity to help craft and drive the long-term strategy and vision of our industry go-to-market. You will serve as a trusted advisor and inspiring leader for account executives, customers, and partners as you tell the Workday story and assist in transformation.

Requirements

10+ years of Enterprise Technology experience (8+ years of professional work experience with retail & hospitality)
8 + years of experience delivering results in a matrixed organization or cross functional environment
6+ years of experience selling or implementing SaaS/Cloud-based solutions (ERP, HCM, Financial, Planning, or Analytics) with a focus on delivering industry-specific value to C-suite executives.
Understanding of customer and prospect buying cycles and procurement processes
Track record of successful delivery of strategic, cross-functional initiatives at-scale and proven business impact
Outstanding problem solving and analytical skills; strong curiosity about structuring sophisticated problems and presenting well-supported solutions

Responsibilities

Complete GTM Strategy by crafting an action plan on areas with the highest revenue potential to support ACV & pipeline growth.
Build and run industry packages by working with internal teams to build a faster GTM approach with customers.
Lead customer presentations to key decision makers.
Provide demand generation support by working closely with business development and sales teams.
Provide industry credibility and references in sales pursuits; preparation with sales, presales, value management and extended teams to unify messages to prospects.
Partner closely with sales leadership to support and promote adoption of industry strategy amongst key GTM internal stakeholders.
Travel 25-50% of the time for client meetings, relevant industry conferences, etc.

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