Account Executive Medium Enterprise - job 2 of 2

As an Account Executive for Medium Enterprise at Workday, your main responsibilities will include developing strategies for prioritizing and targeting key opportunities within your assigned territory. You will perform account planning and coordinate with pre-sales to ensure strategic alignment. Your role involves initiating and supporting the sales of Workday solutions to prospects while maintaining accurate forecasting data to track customer engagement and pipeline metrics. It's about being proactive and ensuring customer satisfaction from the initial contact onward.

To apply for the Account Executive Medium Enterprise position at Workday, candidates should have approximately 8+ years of experience in selling SaaS or cloud-based solutions. Proven skills in negotiating with C-Suite executives are essential, as well as a strong ability to generate and develop leads in your territory. Understanding industry trends and competitive landscapes enables you to effectively communicate the value of Workday’s solutions to potential clients, ensuring a strategic approach to sales.

At Workday, the culture is vibrant, inclusive, and centered on employee well-being. As an Account Executive Medium Enterprise, you will find a supportive environment where collaboration is encouraged, and achieving results is celebrated. The exhilarating atmosphere ensures that while hard work is integral, having fun and supporting each other is equally essential. It’s a culture that values personal identity and development, fostering a place where you can truly be yourself while contributing to business success.

Workday is committed to the growth and development of its Account Executives, providing numerous resources and opportunities. Regular training sessions and workshops, along with mentoring from experienced team members, enable you to enhance your sales skills and stay updated on industry trends. Additionally, Workday promotes a culture of feedback that encourages continuous improvement, ensuring you have the support needed to excel in your role and advance your career.

Workday offers a comprehensive benefits package to its Account Executives, which includes competitive salaries, performance-based bonus opportunities, and stock grants. Additional benefits encompass health and wellness programs, flexible work schedules, and support for work-life balance, reflecting our dedication to the well-being of our Workmates. Furthermore, opportunities for professional development and networking support are available, fostering growth and connection within the company.

To effectively target new accounts, I would start with thorough market research to identify potential Medium Enterprises that could benefit from Workday’s solutions. I would analyze their pain points and align them with our offerings. Building relationships through networking and leveraging existing connections can often open doors. A programmatic approach to lead generation will ensure I consistently fill my pipeline with qualified prospects.

In my previous role, I negotiated a multi-year contract with a C-level executive who was initially hesitant. Through understanding their needs and presenting tailored solutions that addressed their business challenges, I was able to build trust. I emphasized the long-term value and ROI of our service, which ultimately led them to feel confident in partnering with us for their needs.

Maintaining a healthy sales pipeline requires a proactive approach. I start with regular outreach to potential leads and follow up consistently. Utilizing CRM tools to monitor activity and engagement helps ensure no lead is neglected. Additionally, I engage with referral programs and nurture existing client relationships for upselling opportunities, creating a balanced pipeline that includes both new leads and existing customers.

I dedicate time to attending webinars, industry conferences, and networking events, which provide insights into emerging trends. Furthermore, I stay informed by following industry news, participating in relevant professional groups on social media, and engaging with colleagues who share valuable observations on competitive movements. Understanding these dynamics helps me position Workday's solutions effectively.

I have over 8 years of experience selling SaaS solutions, specifically in the areas of ERP, HCM, and financial management. My roles have involved direct sales to medium-sized enterprises, allowing me to understand the nuances of their needs and how to effectively communicate our value propositions. I pride myself on having a deep product knowledge, which enables me to answer any technical questions that may arise during the sales process.

Handling objections during a sales pitch requires active listening and empathy. I approach objections as opportunities to understand deeper concerns. By acknowledging the objection, I gather more information and then address it directly, providing the facts or case studies to back up my response. Ultimately, the goal is to turn the objection into a discussion, ensuring the prospect feels heard and informed in their decision-making.

Teamwork is crucial for success as an Account Executive. Collaborative efforts can amplify our results, especially when coordinating with pre-sales teams and account managers. Sharing insights and strategies can lead to better-targeted approaches and collective problem-solving. Having a supportive team also fosters motivation and accountability, ensuring we achieve our individual targets and contribute to broader organizational goals.

When planning for assigned accounts, I would start with a comprehensive review of each account's history, understanding their challenges and successes. I then set clear objectives and strategies for engagement, dividing accounts into tiers based on potential revenue and readiness to purchase. Regular check-ins and adjusting plans accordingly ensure I remain aligned with client expectations while securing new business opportunities.

Ensuring customer satisfaction post-sale begins with setting clear expectations during the purchasing process. I would follow up regularly to ensure that the implemented solution is meeting their needs, facilitate any necessary training sessions, and remain accessible for questions. Establishing a strong relationship helps ensure ongoing communications and allows me to proactively address issues, reinforcing our commitment to their success.

Success as an Account Executive at Workday hinges on a unique blend of skills. Strong communication and interpersonal skills are critical for engaging with clients. A proactive, results-oriented mindset is necessary to drive sales, alongside adaptability to respond to changing market conditions. Finally, a commitment to customer satisfaction and understanding Workday’s solutions deeply are essential for nurturing long-term partnerships.