Account Executive - Customer Base LE

Workday, Inc.; London; Hybrid; GBP 60,000 - 100,000; Full time

Job description

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.

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About the Team

Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Enterprise Sales team at Workday helps the company to continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best self, and get better by pushing and developing themselves and the Workmates around them.

About the Role

Here at Workday, our Account Executives are key players in our Field Sales organization. Our Customer Base sales team uses their extensive experience and consultative selling skills to drive revenue growth of our enterprise solutions within our existing strategic customers. This phenomenal team of hardworking professionals plays a key role in driving incremental add-on business into strategic named accounts. As a team, we believe that partnering with our customers to craft relevant solutions that deliver long lasting value is super important! We want to make sure that our customers are positively satisfied from day one and forever ongoing. In this role, you will:

1. Strengthen and expand relationships with existing clients, driving revenue growth through upselling and effective deal management.
2. Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment.
3. Drive strategic add-on and renewal business of Workday solutions within enterprise clients.
4. Coordinate cross functionally with teams across presales, digital, value & bid management, marketing, technical and sales support.

About You

Basic Qualifications

1. 8 years of experience in field sales, selling enterprise SaaS/cloud-based ERP, HCM, financial, planning, and analytics solutions or cloud software/applications to C-level executives.
2. 5 years of experience with building relationships with Large Enterprise customers for add-on or incremental business, consistently meeting or exceeding sales quotas.
3. 5 years of experience in developing long-term account strategies with existing customers.
4. 5 years of track record in value selling, driving customer engagement and sales for complex enterprise solutions with long sales cycles by effectively highlighting product value.

Other Qualifications

1. Experience with managing longer deal cycles beyond 6 months, with large deal sizes.
2. Understanding of the strategic competitive landscape of the industry by staying up to date with trends and customer needs so you can optimally position our solutions within accounts.
3. Experience collaborating with internal teams (pre-sales, value, inside sales) to develop and execute account strategies for short- and long-term prospecting and territory management, achieving quota while driving multiple deals simultaneously.
4. Ability to leverage both business acumen and industry insights to understand market dynamics, interpret business situations, and drive informed strategic decisions.
5. Adept in account development strategies, including the creation and management of customer accounts, with a focus on driving expansion and revenue growth.
6. Ability to strategize and execute sales acceleration techniques to shorten sales cycles and optimize sales team performance.
7. Exhibits deep product knowledge expertise, encompassing the skill to articulate product features, benefits, and use cases effectively.
8. Excellent communication skill, with the ability to clearly and effectively convey information through diverse channels.

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.