Director Solutions Sales

Job Description – Solutions Sales Director, Workday

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Reporting and Responsibilities

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The Solution Sales Director, Workday drives services sales related to Workday’s Human Capital Management (HCM) and/or Financial Management /Supply Chain solutions. The Workday Solution Sales Director will engage with prospective and current clients, understanding their business needs and prescribing services to address them. The Solution Sales Director, Workday is a subject matter expert (Workday HCM, or Finance, or Supply Chain) responsible for assisting our Territory Sales executives in achieving their sales quota and assigned strategic account objectives defined by the VP, ERP/WFM while participating in the customer account planning cycle. The Solution Sales Director reports to the VP, ERP/WFM.

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General Responsibilities (including but not limited to the following)

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• Primarily focused on supporting our Sales Team with Workday functional, technical, and strategic opportunities across North America  
• Work on opportunities either aligned with an existing Account Executive or serve as the lead for the opportunity, depending on existing relationships/account ownership  
• Participates in joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for identified accounts.  
• Proactively assesses, clarifies, and validates customer and market needs on an ongoing basis.  
• Leads efforts to create defined service estimation processes and packages that best address customer needs while coordinating the involvement of all necessary company personnel.  
• Responsible for completing tailored and accurate proposals related to our Workday services.  
• Provide front-line Workday product and process support for internal sales team members and external customers with a high degree of satisfaction and functional expertise.  
• Lead customer solutioning calls with question/response geared towards Workday solution deployment or other service offerings, participate in prospective vendor/customer demonstrations sharing information and guiding customer to ultimate tailored proposal.  
• Provides strategic input on solutioning processes, new offerings, and services capabilities to address client needs, improve client value/results, and create opportunities for the organization.  
• Provide strategic input on solution estimation/scoping processes for Workday-related strategic, functional, and technical projects.  
• Depending on future growth and market opportunity, build a solutioning team to support other Workday-related functional areas

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Required Qualifications

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• Four-year college degree from an accredited institution and/or prior work experience  
• Minimum of 5 years of experience in a Professional Services organization or 5 years of experience working with Workday HCM systems, Finance systems, and/or Supply Chain solutions.  
• Experience with the healthcare industry, ERP vendor systems, and roles associated with ERP  
• Committed to ethical business practices and outstanding customer service; someone who understands the business benefits of client satisfaction and consultant loyalty.  
• Proficiency in all Microsoft Office applications.  
• Strong sales and negotiation skills  
• Strong communication and networking skills  
• Good planning and organizational skills  
• Self-motivation, drive, and initiative  
• An outgoing and confident approach

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Key Performance Indicators:

• Revenue: Measures the total revenue of the projects solutioned and sold.  
• Contribution Margin: Measures the gross profit and contribution margin of the projects solutioned and sold based on type (staff augmentation, strategy & consulting, or managed service).