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 TeamThe Global Services Organization comprising Field Services, Professional Services, and Customer Adoption Services delivers unprecedented value for our partners, customers and Workday. We achieve more value for our customers through expert services that span the customer lifecycle: selling, deployment, advisory, production and adoption services. We follow through on our commitments and our customers recognize the strength and relevance that Workday’s enterprise management cloud brings by rating us with a 95%+ positive customer satisfaction score.The team plays a crucial role in helping our customers leave the limitations of legacy vendors behind and move forward faster with a new class of enterprise management cloud. Whether it is helping our customers realize value fast through our deployments or our focus on partnering together for the long term, our Services team takes our customer partnerships seriously, and that includes preparing, guiding, and working closely with them to resolve any organizational challenges that they may face so they can embrace the future with confidence. The team also plays a meaningful role in connecting Workday’s services, sales, and partner organizations ensuring we’re supporting our subscription sales by differentiating Workday’s services & customer success approaches, so that our customers and partners are set up to be successful in their deployment projects and to meet their business objectives post go-live.Our aim is to be trusted advisors to our prospects, customers and partners, delivering on Workday’s core values of Customer Service and Integrity, and protecting Workday’s proven track record of customer happiness.About the Role Reporting directly to the APJ GVP of Services, The Senior Services Director for ANZ is responsible to help enable the growth and management of Workday’s new and existing customer base across the region with accountability to ensure our customers and partners successfully leverage the expert services that span the customer lifecycle: selling, deployment, advisory, production and adoption services. This role partners closely with our ANZ VP and her regional sales leadership to develop business by positioning and selling services for new and existing customers and partners.Successful candidates will be passionate about transforming and developing a Services team that supports sales cycles, engages with customers and partners to develop deployment and post go live success strategies, manages the associated proposals and contracts, and predictably delivers sustainable multi-year growth. The team of Services Executives this role manages includes a diverse range of skills and experience from across professional services, functional subject matter expertise, and field sales. Role Outcomes:Success for you, us, our customers and partners comes down to:Customer and partner engagement - You and your team ensure that our customers and partners think of us as a partner in every sense of the word.Customer and partner satisfaction and success - Your efforts directly influence successful outcomes for our customers and partners and they love how we’ve prepared them for the future by creating previously unrealized value.Leading with influence - You bring an empathetic leadership style with a focus on finding success together with customers, your team and other stakeholders.Revenue - you assist Workday to achieve our revenue growth targets through means that are beneficial for our customers, partners and Workday.Measures of Success - What good looks like:Running the businessDrive a sales performance culture with each Services Executive clear on their role, territory, and contribution to the ANZ goals. Drive joint accountability with the Regional Sales Directors down to the Account Executive and Service Executives teams.Sales team discipline (right cadence, right forecasting rigor at the right time) resulting in sustained predictability of the business.Service Executives all contribute to hit the ANZ Services and Success Plan bookings targets each quarter, resulting in an optimized cost of sale. Drive multi quarter improvements in forecasting and pipeline generation resulting in increased win rates.Dive deep to understand the current people metrics (Peakon, Workforce Productivity, Workforce Analytics) across the SE team and implement proactive plans aligned to our APJ people goals. Take ownership of any local escalations. Resolving if within your empowerment or presenting solutions for consideration if required.Growing the businessDefine the right sales model together with the ANZ leader mapped to the right GTM for ANZ that drives multi quarter subscription growth and services bookings and revenue.All Service Executives consistently perform in demand generation and sales activities for Workday Primes, Success Plans, Advisory Services, Education, and Partner collaboration offerings.Drive bookings targets per Regional Sales Director and per aligned Services Executive with a mix of short-term deals to hit the number with long term bets to incubate new territories.Be an integral and proactive member of the ANZ Leadership team helping the LT hit their ANZ goals. Manage the team's collective performance, proactively identifying the capacity and capability gaps and executing the right corrective actions.Transforming the business Have an POV on how the business needs to evolve in ANZ over multiple years.Analyze the business mix and shape both in terms of what we sell and how we sell.Make recommendations based on your analysis with a set of trade-offs or asks and what the associated return would be. Influence the key stakeholders you identify to pilot or experiment new operating models or best practices. About YouBasic QualificationsYou have more than 12 years of experience leading complex services sales cycles with a track record of successful service & subscription bookings, revenue and profitability attainment.You possess strong experience with vendors, products, and services focused on enterprise applications, SaaS or Platforms.You're a passionate people leader with a track record of building and leading a regional team of high performers across ANZ.Other QualificationsYou’re currently in a senior sales management role.Demonstrable results in leading teams within complex, team-based sales environments.Previous experience in sales leadership, ideally focused on new logo acquisition with preferred experience in ERP or other financial business solutions or platform sales.History of cultivating mutually beneficial relationships with strategic partners and alliances.Proven experience of pulling together different business units to maximize on sales opportunities.What we’re looking forYou live by a set of values that align with our own (make sure you look them up). We’re a values based organization and we firmly believe that exceptionally successful professionals can also be great humans.You bring the leadership abilities to motivate and focus the regional organization on team and individual objectives, and exceptional leadership experience focused on empathetic leadership.You have the innate ability to balance customer demands with healthy revenue and profitability objectives, and a proven track record of juggling business development, client/partner sales and people management skills in matrixed organizations.Our Approach to Flexible Work With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!
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