Senior Value Manager - Customer Base - Major Accounts


May 4, 2021

Do what you love. Love what you do.

At Workday, we help the world’s largest organizations adapt to what’s next by bringing finance, HR, and planning into a single enterprise cloud. We work hard, and we’re serious about what we do. But we like to have fun, too. We put people first, celebrate diversity, drive innovation, and do good in the communities where we live and work.
Job Description
From Target and FedEx to Comcast and Accenture, Workday is helping the world’s largest organizations transform their businesses, empower their people, and prepare for what’s next. Workday is looking for a senior-level Value Manager to help drive the next wave of growth across our largest and most strategic Customers. This position is tasked with serving as an internal coach to our sales executives and leaders and a trusted advisor to our customers, helping them develop their enterprise technology strategy and articulate and optimize the value of Workday.
A successful candidate will possess a strong understanding of the business impact that enterprise cloud applications can deliver to organizations, a consultative and collaborative approach to customer engagement, a passion for innovation, and a desire to play a key role in defining Value Management strategy across one of Workday’s fastest growing business groups. In this position, you will serve as both player and coach, rolling up your sleeves in direct consulting engagements with customers while coaching & enabling the extended N. American Customer Base Sales and Value Management organization on the value proposition for Workday’s products and solutions. You will partner closely with Sales Leadership, Workday’s best-in-class Presales organization, Industry Advisors, Product & Marketing and other Value Managers to help identify and define new sales motions, drive field execution of new solutions offerings, and enable those around you.
This role will report directly to the Manager of Customer Base and Products Value Management with close alignment to Value Realization and Industry Vertical Value Management Leaders.
The 5 C's We're Looking For:

  • Connector. You’re able to draw connections between complex business problems. You can quickly identify the underlying needs and concerns of organizations and industries. You’re able to make sense of large amounts of information to uncover the “so what."

  • Consultant. You’re intellectually curious about helping organizations to identify their biggest challenges and opportunities and possess the ability to translate those into economic and strategic benefits strategically (business case development, ROI modeling, etc.). You’re able to think big picture and long term, but can just as easily roll up your sleeves and execute.

  • Collaborator. You effectively build relationships and understand how to move up, down, and across an organization to drive results. You love identifying new and better ways of doing things and are naturally drawn to sharing that with others.

  • Coach. Teaching is in your DNA. You enjoy enabling others as much as you enjoy individual success. You’re able to construct learning and delivery methods to get others up to speed in record time.

  • Communicator. Storytelling is a strong suit. You’re able to take complex issues and distill them into meaningful narratives that compel action. You can deliver these messages effectively in various mediums. You’re comfortable in front of a board room, sitting 1:1 with a customer, or presenting to 500 Workmates on Zoom.

What Success Looks Like:

  • You have driven innovation throughout Value Management on how the team can best support our customers and maximize their satisfaction with the value Workday delivers

  • You have built long-term working relationships with teams across Workday’s Sales, Product, and Customer Experience Organizations

  • You’re engaged in the most strategic accounts across North America, helping to articulate Workday’s market positioning and strategy, earning the credibility of the C-suite, and consultatively defining the strategic and economic outcomes associated with a customer’s roadmap and continued adoption of Workday solutions

  • Workmates from across N. America consistently seek your input/advice on engagements; you’ve created forums, assets, and best practices to help scale and impact the masses

  • Your efforts have helped drive accelerated sales growth for Financials and Analytics opportunities across the Customer Base, aiding Workday’s growth to $10B in revenue

Ideal Candidates Have:

  • Direct or indirect value consulting/selling experience, specifically influencing C-suite decision makers and contributing to sales pursuits

  • A strong understanding of the Finance and Accounting, Analytics, or Human Capital Management domains with direct or indirect exposure to enabling technologies

  • Proven ability to thrive in an unstructured and highly autonomous environment, identifying the most critical priorities, setting self-imposed deadlines, and driving continuous impact on time.

  • Experience directly or indirectly managing a team, hiring and developing talent, and coaching/enabling others

Other Qualifications:

  • Experience level: mid-career

  • Experience delivering technology-enabled transformation projects, consulting on these initiatives, and/or articulating the benefit of doing so

  • Passion to work in a team environment and share best practices regularly

  • Excellent collaboration, executive presence, and listening skills

About the Team
The Customer Base Value Management (CBVM) team is responsible for managing Workday’s growing value proposition and providing value consulting services for Workday’s existing Customers. As Workday continues to innovate, this team plays a key role in ensuring Customers understand, adopt, and realize value from new solutions and products. Value Managers are thought leaders within the broader Workday organization, driving creative solutions to some of the most complex problems while enabling our sellers and extended Workmates on value selling methodologies.