Sr Business Development & GTM Lead, Workday Wellness

Workday • Boston, MA

3d • Hybrid

About The Position

The Partner Strategy and Growth team in the Global Partner Organization leads strategy, planning and business development for the partner business at Workday. We define and execute our strategy with leaders across the business; lead strategic partner relationships; and deliver sizable, net-new revenue growth with partners. The Sr Business Development and Go-to-Market Lead role for Strategic Partnerships focuses on generating net new business and revenue for our Partners and Workday. They define joint go-to-market plans, build joint value propositions and sales collateral, enable our field teams and run sales and digital campaigns with our Partners. This will result in sizable net new pipeline and deals for our Partners, and it will create revenue share for Workday. To be successful, the BD and GTM Lead will identify prospect sales territories, generate leads with Workday field teams, quality those opportunities and co-sell with Strategic Partners. They will develop new business strategies with our partners and build and maintain long-term executive relationships. They will use Workday software, data and the power of the Workday platform to build new lines of business with partners. Lastly, they will maintain an accurate and timely pipeline and forecast of partner prospects and revenue.

Requirements

• 6+ years of experience selling SaaS/Cloud based solutions to C-levels in a field sales position.
• 4+ years of expertise within the benefits broker and consultant ecosystem, with a proven track record of navigating these relationships to drive business outcomes.
• 3+ years working for or in close collaboration with Partnerships or Alliances with a technology organization

Nice To Haves

• Strong existing network within the benefits consulting space (e.g., Mercer, Aon, WTW) or major regional brokerage firms.
• Ability to articulate the value proposition of Workday partner solutions within the context of employer benefit strategies and consultant/broker-led distributions.
• Experience managing Strategic Partners and co-selling with Partners to achieve mutual growth.
• Experience as a Seller and holding a quota.
• Experience managing 2-3 month sales cycles, including prospecting for a portion of opportunities.
• Experience developing deep product expertise on new products and staying up to date with industry trends.
• Experience with account planning and coordinating with internal stakeholders to create alignment.
• 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 partnering with internal team members on account strategies for prospecting activities and territory management.
• Excellent verbal and written communication skills.

Responsibilities

• Define joint go-to-market plans
• Build joint value propositions and sales collateral
• Enable our field teams and run sales and digital campaigns with our Partners
• Identify prospect sales territories
• Generate leads with Workday field teams
• Quality those opportunities and co-sell with Strategic Partners
• Develop new business strategies with our partners and build and maintain long-term executive relationships
• Use Workday software, data and the power of the Workday platform to build new lines of business with partners
• Maintain an accurate and timely pipeline and forecast of partner prospects and revenue

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees