Senior Director, Sales Strategy

Your work days are brighter here.

At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That’s why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don’t need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here.

About the Team

The Sales Strategy and Operations team is responsible for improving the effectiveness ($/HC) and efficiency (% attainment) of the field sales team. Success is consistent attainment of targets, with strong visibility to outcome.

This team is the strategic advisor to sales, delivering insights on the business, as well as identifying solutions and recommendations based on best practices and business acumen. Sales Strategy and Operations supports strategic and operational decision-making throughout all stages of the sales motion including GTM design, pipeline generation, opportunity management, and customer engagement.

About the Role

In this role, you will be acting as COO for the DACH region and responsible for Sales Planning, Go-To-Market design, Demand Management, Opportunity Management process, Sales Forecast process and monitoring business performance.

The primary purpose is to support the sales team to achieve sustainable growth and capture market share across the region.

Working closely with the GVP Sales for DACH, the key responsibilities will be for delivering insights, early warning and solutions based on best practices and business acumen. Sales Operations supports strategic and operational decision-making at this fast-growing technology company.

Success in the role requires a team player approach, ability to work across organisations with disparate needs, creativity and original thinking to proactively identify new and different approaches to analysing data, to synthesise multiple information sources to generate fresh strategic insights.

Insights into market dynamics, buying behaviours, sales execution, pipeline management and competitive trends are key to create and execute action plans to impact the key growth initiatives in the region.

Key Areas of Responsibility:
- Go to market planning / Operational Plans - Market potential assessment, design and implementation of sales coverage model, productivity targets, quota credit and compensation rules, territory definition and account assignments- Drive and support transformation and change activities in programs/ projects across the regions- Active monitoring of the relevant KPIs and preparation of relevant analysis to support senior management decision making- Pipeline development and monitoring, identification of gaps & assessment of pipeline building programs- Coordination of Demand generation activities across the regions. Working with different stakeholders (Marketing, Value Management, CSD, Sales, Alliances) drive the Regional Demand Generation plans to optimise pipeline impact and coverage. Integration of those plans and coordination through the Demand Generation boards- Preparation of presentations and management documents for the Senior Leadership team, including preparing and presenting at quarterly business reviews- Support the yearly Budgeting and Planning process- Creating strategic plans to expand the presence in the region and supporting key business development opportunities- Mentoring and developing of team members as well as bringing the team together to offer a consistent approach to key stakeholders- Ensure consistency of performance: ensure focus on hiring, planning, pipeline generation, opportunity management best practices, management best practices, etc to drive consistent performance against targets- Leveraging of Internal Resources: having a view across all supporting teams, identify areas to improve performance via utilisation of internal teams, programs, platforms, or initiatives- Communication: be the conduit from corporate / global functional teams into the sales organisation, as well as be able to communicate the Sales POV back into these global / corporate teams, offering the critical priorities and areas of focus- Surrogate: Act as surrogate when Sales Leaders are unavailable to attend calls, provide forecasts, deliver QBRs, etc.- Execute: define and execute the sales cadence