Principal, Industry Advisor – Professional Services

About the Team

The Industry GTM team is responsible for developing strategies that support the maximization of value, growth, and profitability. The team is tasked with implementing strategic and scalable Go-to-Market activities in collaboration with key stakeholders globally, with the primary remit of credentializing Workday in strategic sales opportunities, communicating our industry strengths to key constituents, and investing in key stakeholder groups to accelerate growth.

This role supports our professional services business in North America, to build industry credibility, grow the sales pipeline and engage with our customers to increase revenue. The Industry Advisor will personally participate in sales cycles, and drive programs resulting in increased pipeline and revenue. In partnership with regional sales leadership, you will work to elevate Workday’s market position in professional services.

You will have the opportunity to help craft and drive the long-term strategy and vision of our industry go-to-market. You will serve as a trusted advisor and inspiring leader for account executives, customers, and partners as you tell the Workday story and assist in transformation.

• Complete GTM Strategy by crafting an action plan on areas with the highest revenue potential to support ACV & pipeline growth.
• Design and run industry packages by working with internal teams to build a faster GTM approach with customers.
• Lead customer presentations to key decision makers.
• Provide demand generation support by working closely with business development and sales teams.
• Provide industry credibility and references in sales pursuits; preparation with sales, presales, value management and extended teams to unify messages to prospects.
• Partner closely with sales leadership to support and promote adoption of industry strategy amongst key GTM internal stakeholders.
• Travel 25-50% of the time for client meetings, relevant industry conferences, etc.

• Deep industry knowledge: A detailed understanding of professional services business processes and challenges.
• Strategic Approach:
  Capable of translating large data into consumable insights to define outcomes and drive action.
• Collaborator:
  Proven track record to work closely with cross functional collaborators to define clear and measurable outcomes.
• Ambitious approach:
  Comfort with ambiguity with the ability to solve new challenges and responsibilities.
• Build External Profile:
  Build credibility within the organization, challenge previous processes and content and lead change.

• 10+ years of Enterprise Technology experience (8+ years of professional work experience with professional services)
• 10+ years of experience delivering results in a matrixed organization or cross functional environment
• 5+ years of relevant industry ecosystems and software solutions to support CFO, COO and CIO business processes within professional services markets

• Understanding of customer and prospect buying cycles and procurement processes
• Track record of successful delivery of strategic, cross-functional initiatives at-scale and proven business impact
• Outstanding problem solving and analytical skills; strong interest in structuring sophisticated problems and presenting well-supported solutions

The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process.

Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things.

Primary

Location:

Primary Location Base Pay Range: $193,600 USD – $290,400 USD Additional US Location(s) Base Pay Range: $193,600 USD – $290,400 USD

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