Account Executive - Emerging Enterprise - job 1 of 2

The Account Executive - Emerging Enterprise at Workday is primarily responsible for driving new customer growth by developing strategies for prioritizing and closing key opportunities in their assigned territory. This role involves account planning, coordinating with pre-sales teams to ensure alignment, and initiating sales discussions about Workday solutions with medium enterprise prospects, ensuring customer satisfaction from the onset.

To be a successful candidate for the Account Executive - Emerging Enterprise role at Workday, you'll need about 5 years of experience selling SaaS or Cloud-based solutions to C-level executives. A proven track record in high-velocity sales cycles, along with strong verbal and written communication skills, are vital. Experience negotiating deals and a programmatic approach to lead generation are also essential.

Workday supports its Account Executive - Emerging Enterprise through a collaborative culture that emphasizes teamwork and accountability. You will have access to pre-sales resources for strategic alignment, ongoing training to stay updated on industry trends, and a strong internal network to collaborate with, allowing you to tailor solutions effectively for customers.

The work environment for the Account Executive - Emerging Enterprise at Workday is vibrant and supportive, fostering both personal and professional growth. With a flexible work approach that combines in-office and remote work, you will enjoy the benefits of face-to-face collaboration while also having the flexibility to manage your personal schedule.

At Workday, career growth opportunities for the Account Executive - Emerging Enterprise are abundant. The company encourages continuous development, and you can advance your career by taking on new challenges, furthering your skills in sales and industry knowledge, and potentially moving into leadership roles as you prove your capabilities.

When answering this question, focus on specific experiences where you successfully engaged with enterprise clients, detailing the solutions you sold, the challenges you faced, and the outcomes achieved. Highlight how your skills directly contributed to customer satisfaction and business growth.

Discuss your methodology for account management, including tools you use for tracking progress, how you assess the potential of each account, and your strategies for maintaining communication and relationship-building with key stakeholders.

Provide an example of a time you successfully addressed an objection in a sales conversation. Emphasize your approach, such as listening to the client’s concerns, addressing their needs effectively, and turning objections into opportunities for further discussion.

Share specific lead generation strategies you have employed, such as networking, leveraging referrals, or using digital marketing tactics. Also, mention how you adapt these techniques to align with the specific needs of the account you’re pursuing.

Illustrate your negotiation skills with a specific example, focusing on your approach to understanding the executives' needs, the compromises you made, how you built rapport, and ultimately how you secured a favorable outcome for both parties.

Explain the methods you utilize to stay informed, such as attending industry conferences, following relevant publications, and participating in professional networks. Relate this back to how staying informed has positively impacted your past sales strategies.

Share a specific instance that showcases your ability to collaborate with internal resources, detailing how you established effective communication, aligned strategies, and achieved a common goal while enhancing team dynamics.

Discuss your intrinsic motivations and how they align with work culture, keeping in mind how your personal goals can translate into better performance, customer satisfaction, and achieving targets within a company like Workday.

Detail the key performance indicators you focus on to assess your success, how you review your achievements, and any challenges you face in meeting these indicators, including how you plan to improve in the future.

Demonstrate your knowledge of Workday by discussing the core solutions offered by the company, their unique value propositions, and your insights into their target market. Emphasize how this knowledge positions you as a strong candidate for driving sales effectively.