Account Executive - Medium Enterprise - job 1 of 2

As an Account Executive - Medium Enterprise at Workday, you'll be responsible for developing strategic plans for targeting and closing key opportunities in your assigned territory. Your role involves performing account planning and collaborating with pre-sales resources to ensure strategic alignment. Additionally, you'll support the sales process for Workday solutions to Medium Enterprise prospects, maintaining accurate forecasting data, and initiating leads with a programmatic approach.

To qualify for the Account Executive - Medium Enterprise role at Workday, candidates should have approximately 5+ years of experience in selling SaaS or cloud-based ERP/HCM solutions to C-level executives from a field sales position. Additionally, a proven track record in engaging with various C-suite members and effectively negotiating deals is essential, along with excellent communication skills and an understanding of the competitive landscape.

At Workday, we believe in providing our Account Executives with the tools and support they need to succeed. This includes access to a dedicated pre-sales team, strategic resources, and a collaborative environment that fosters teamwork. Our culture encourages feedback and continual development, ensuring that every Account Executive has the chance to pivot their approach in order to achieve their targets effectively.

The culture for an Account Executive at Workday is collaborative, supportive, and fun! We pride ourselves on winning as a team while cultivating a positive workplace where everyone feels empowered to shine. Our Workmates celebrate victories together and are committed to both personal and collective development, making Workday a vibrant place to work.

Workday offers a clear growth path for Account Executives, emphasizing both professional development and career advancement. As you achieve your sales targets and demonstrate strategic thinking, you'll have opportunities to take on greater responsibilities, explore leadership roles, or specialize in particular sectors, leveraging your strengths and contributions to drive overall company success.

When answering about your experience with C-level executives, showcase specific examples of past deals. Discuss how you built relationships, identified pain points, and tailored your approach to meet high-level needs, ensuring to demonstrate your strategic thinking and negotiation skills.

Explain your approach to pipeline management by mentioning tools or methodologies you utilize for tracking prospects. Highlight how you analyze likelihood to close, potential value, and urgency to prioritize opportunities effectively, ensuring alignment with company goals.

Discuss specific strategies you have implemented to generate leads and engage prospects. Whether through social selling, networking, or leveraging industry events, share how these approaches have resulted in successful client interactions and ultimately deals.

In your response, detail a challenging scenario and the steps you took to navigate it. Focus on the problem-solving skills you employed to address objections, your persistence in maintaining the client relationship, and the eventual successful outcome.

Convey your proactive approach to staying informed about your industry. Mention specific resources like industry publications, conferences, webinars, or online communities that you engage with regularly to keep your sales strategies relevant and effective.

Highlight your beliefs about collaboration and supporting your teammates. Share examples of how you've worked with cross-functional teams to achieve sales goals, demonstrating the importance of teamwork in maximizing results.

Discuss your resilience and how you view rejection as a learning opportunity. Talk about strategies you employ to analyze the reasons for rejections and how you adapt your approach for future engagements.

Identify key qualities such as strong communication skills, adaptability, resilience, and a deep understanding of the product and market landscape. Discuss how these traits have played a role in your own success.

Craft a response that demonstrates your understanding of Workday's values, culture, and growth trajectory. Align your personal career aspirations with the company's mission to foster a people-first environment and commitment to innovation, showcasing that you’re enthusiastic and well-informed.

Explain your strategy for familiarizing yourself with a new territory by emphasizing research, building relationships, and using data-driven analysis to identify potential clients. Discuss how you would leverage existing network and internal resources to gain insights.