Specialised Account Executive (Contract Intelligence and Contract Lifecycle Management)

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 Specialized 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

We are looking for a Strategic Account Executive to join our team who is driven, hard-working, and adaptable. You will help us land customers in the Enterprise segment, primarily through outbound efforts and supporting the entire sales cycle from prospecting to close.

Ideal candidates must have experience in targeting customers within the Enterprise vertical. Intellectual curiosity and a passion for impact propels your focus on key use cases to cultivate and build the new world enterprise-grade AI contracting platform within major public/private enterprises' full contracting workflow. Individuals that thrive with making a quantifiable value difference in your accounts and building long-term relationships.

We are building an extraordinary, high-performance team focused on improving our customer’s business to grow our own and are in a key inflection point of revenue growth and scalability with a large opportunity to make an impact.

What You’ll Do

• Uncover, educate, and close prospective customers on time and on forecast that meets company metrics and objectives

• 80% of your time in the field with prospects, and customers on identifying and delivering contracting process improvement use cases for quantifiable business impact.

• Deliver solution presentations, and demonstrations and optimally facilitate customer proof-of-value projects to close Evisort initial and ongoing business

• Become an authority in translating our solution into a language of the customer to sell the outcome impact to business buyers

• Work methodically and cross-functionally to insure customer use cases are adopted, meet customer value success metrics and drive customer advocacy

• Provide a weekly forecast of your total business

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory

• Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment

• Initiate and support sales of Evisort solutions within Large Enterprise prospects and share Evisort value proposition

• Be responsible for developing relationships with net new customers with a focus on deal management and connecting customers with Workday solutions, particularly core financials

• Negotiate deals with a variety of C-Suite Executives to close opportunities

• Maintain accurate and timely customer/prospect, pipeline, and service forecast data

About You

Basic Qualifications:

• SaaS Enterprise Account “Use Case Hunter”: Demonstrated 8+ years of direct or overlay SaaS large-market/enterprise sales experience using use cases for targeting, prospecting, leading impactful proof of value efforts, and negotiating the complex sale to land and expand Enterprise Accounts.

• Demonstrated 5+ years of successful selling experience in the Contract Life Cycle Management,  Contract Analytics or Intelligent Document AI market.

• Flourish with sustaining high activity levels with inside as well as field sales across all channels, including emailing, calling, and LinkedIn outreach. Teamed with a Business Development Representative, your outbound activity will drive success metrics faster.

• Experience with managing longer deal cycles, including prospecting for a portion of opportunities

Other Qualifications:

• Demonstrated sales success with a well-regarded, market-leading, dynamic SaaS solution provider. A validated performer with consistent over-quota performance.

• Challenger of status quo by identifying value through process improvement. Close attention to detail, with a process and solution-oriented, customer mentality to uncover and prove out multiple lands and expand use cases.

• Proficient with leading sales tools such as salesforce / Clari; LinkedIn Sales Navigator, Outreach.io and Discover.org, etc.

• Tenacious: Smart, resourceful, hardworking, and always ready to go above and beyond to ensure customer success a must. Builds customer trust.

• Ability to articulate Evisort’s value proposition and translate to customer business value with C-level executives across legal, finance, and procurement

• Problem solver and adept Negotiator for an “outcome where everybody wins”

• BA/BS degree or higher from an accredited university

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!