Senior Director, Sales Development (Asia Pacific & Japan)

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.

About the Team

Join our growing Field Sales team!! The Corporate Sales DevelopmentSenior Director is accountable to deliver the high-quality pipeline required to meet APJ sales growth targets by leading the team responsible for the demand generation and business development activities.

About the Role

This is a senior sales leadership role leading a team of Regional Managers, a key member of our APJ Leadership Team and plays a key role in driving revenue growth, team success and will help continue our growth story in the region.

We are looking for an experienced leader with a strategic mindset and track record of genuine partnership with Field Sales to deliver high quality pipeline resulting in industry leading ACV/TCV deal conversion. You will be recognised as a meticulous, detail oriented and data driven leader accustomed to leading distributed team’s and the complexity of a matrixed environment to drive targeted territory development and align CSD daily activities to meet monthly and quarterly goals. Leadership and the ability to energize and empower the team is key. Very strong people manager skills required to mentor, lead and manage across a culturally diverse set of APJ geographies.

This role reports into the Global VP for Corporate Sales Development and will work closely with Regional Leaders to drive growth for each geographic region.

• Develops the CSD Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives.
• Defines the operating plan that aligns the role and prospecting responsibilities of the CSD team to the sales qualification funnel for pipeline target achievement.
• Drives the business management cadence of the organization across the key activities, metrics and outcomes required to drive consistent and predictable performance. Achieves quarterly pipeline generation targets and accurately forecasts quarterly pipeline metrics.
• Works strategically with strategy and operations as well as sales to define pipeline coverage strategies and provides solutions for areas of the business in need.
• Aligns with and delivers to sales a comprehensive update on business strategies, efforts and campaigns that extend beyond just results and/or data inputs.
• Works across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines.
• Leads, manages and develops a team of Corporate Sales Development representatives including the recruitment, hiring, and coaching of managers and CSDs. Drives a career development vision oriented to a performance and growth mindset culture. In conjunction, ensures clear career path definition and principles of individual career development that prepares CSDs for future career opportunity in a Sales, Marketing, Presales, Value Management and Sales Operation capacity.
• Drive Workday Culture and cross-group collaboration as a member of the regional leadership team.
• Works collaboratively with peers in other geographies, as well as those within the region, to identify new processes and procedures that can be replicated within the APJ region.
• Ability to come up with new ideas and try new initiatives. Fear of failure is not a consideration, but instead a constant focus on improvement and efficiency even if it means doing things a new way or asking the team to stretch to new motions.

About You

Basic Qualifications

• +10 years experience as a sales leader overseeing geographically distributed teams within a complex, team-based software sales environment. .
• Recent successful experience and proven ability to develop a prospect pipeline via high volume outbound prospecting and engaging business executives in an enterprise software sales environment. We will also consider applicants with prior experience leading first line managers in a more traditional sales/sales leadership capacity.

Other Qualifications

• You bring the leadership abilities to motivate and focus the regional organization on team and individual objectives, and exceptional leadership experience focused on empathetic leadership.
• You always overachieve. We’re going to want to know how successful you’ve been against KPIs in your most role as past success is a strong indicator of future success.
• Excellent communications with a particular emphasis on collaboration and partnering for a joint outcome.
• Deep understanding of business processes. Solid knowledge of demand generation processes, Marketing planning & pipeline building.
• Experience working closely with Sales Operations and Marketing supporting Field Marketing activities within the territory, including webinars, tradeshows, and demand generation campaigns.
• Strong Analytics Capabilities - Demonstrated experience leveraging data analysis, modeling, and/or financial analysis to support or drive business decisions
• Ability to address and offer global solutions to problems that extend beyond our region
• Ability to take an action plan from inception to completion with providing the right level of detail and updates
• Ability to work strategically with sales and sales leadership on trackable campaigns and other strategic matters
• Ability to proactively identify and act on organizational issues and implement a solution
• Ability to delegate to broader team for various initiatives as required
• And last of all, you hold yourself to a set of values that align with ours. We’re a purpose driven organisation, and we seek like minded Workmates. Be sure to check out our values.

The ideal candidate is an entrepreneurial, self-motivated, highly analytical and very strong people manager with a proven ability to lead, coach and mentor first line people managers and individual contributors.

If you’re interested in this opportunity, please submit your application directly to this advertisement along with an updated resume that clearly outlines your current role. A well crafted and customised resume for this specific opening will help us determine your suitability for this amazing opportunity.

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!