Services Executive - Higher Education & Government

Workday•Pleasanton, CA

18h•Hybrid

About The Position

Workday is the leader in enterprise-class, software-as-a-service (SaaS) Human Capital Management and Financial Management solutions for running global businesses. As a Workday Senior Services Executive for our Professional Services organization, you will be tasked with planning, management, and execution of all Professional Services business development activities in your area. You will be a key team member of the Workday Field Services team, working alongside the Workday Account Executives, driving Workday Subscription sales and Workday Deployment Sales across Workday’s Higher Education market segment. Services Executives within our Higher Education & Government Professional Services organization are the key conduit between the dynamic Professional Services organization and the burgeoning Field Sales organization. They are integral to the continued growth and contributions of our Higher Education and State & Local Government business unit. You will use your experience with consulting sales and project delivery to help Higher Education and State & Local Government customers put together a plan for a successful project, including resources, timeline, and costs. You’ll employ effective selling strategies to successfully position Workday’s SaaS Solutions and technologies as the cost effective, modern alternative, and become a specialist in Workday’s innovative deployment methodology. You will work closely with Workday ecosystem Partners to help them plan projects for our customers’ success and grow their business. If you have a stellar consulting delivery and sales track record, are a self-starter, and love working in a dynamic environment, then Workday is the place for you.

Requirements

A proven, successful track record (6+ years) of Professional Services Sales in ERP - HCM, Payroll, Finance solutions and/or Student Information Systems to Higher Education and/or State & Local Government Clients.
4+ years experience managing and/or participating in ERP and/or SIS (Student Information System) implementation projects – for example: Human Resources, Benefits, Time Tracking, Payroll, Financial Systems, Analytics, Budgeting/Planning, Recruiting, Performance Management, Compensation, Student Recruiting, Student Admission, Curriculum Management, Financial Aid, Student Finances or comparable.
Bachelor’s Degree or equivalent work experience.
Ability to travel up to 50% of the time.

Nice To Haves

Significant experience (10 years or greater) overseeing complex services sales cycles from start to finish with a record of successful services revenue and profitability attainment required.
Basic understanding of cloud architecture.
Foundational knowledge of vendors, products, and services in the Higher Education and/or State & Local Government Clients. ERP - HCM, Payroll, Financials, and/or Student Information System space.
Great presentation skills while participating in a fast-paced, complex product and services sales cycle.
Strong business development skills, with a focus on identifying and capitalizing on market opportunities, building strategic partnerships, and driving organizational growth through new initiatives and customer retention strategies.
Proven ability to effectively manage service delivery, ensuring customer satisfaction through streamlined processes, efficient resource allocation, and a focus on meeting expectations.
Demonstrated experience in professional services sales, with a focus on understanding client needs, effectively presenting value, and building strong relationships to drive customer satisfaction and achieve revenue goals.
An innate sense of personal initiative, with the ability to proactively identify and pursue opportunities, overcome obstacles, and drive innovation and efficiency.

Responsibilities

Create and manage complex Deal Strategies.
Understand the competitive landscape and customer needs so you can effectively position the value of Workday’s innovative deployment methodology and Professional Services.
Work with Account Executive and Customer Success workmates to determine Services Strategy.
Present Workday Customer Services overview and conduct services discovery sessions.
Create and validate Professional Services Proposals and high-level Project Plans.
Author, manage, negotiate, and close Professional Services Agreements, Statements of Work and other contractual documentation.
Actively build and manage mutually beneficial relationships with Workday tier one ecosystem Partners and proactively work with those Partners on strategic pursuits.
Assess project team training needs for customers.
Maintain accurate and timely customer, pipeline, and service forecast data.
Provide support for services activities and events.
Respond to complex RFP’s/RFI’s/RFQ’s issued by Higher Education institutions and the State & Local Government customer base.