Medium Enterprise Account Executive - Customer Base

The Medium Enterprise Account Executive at Workday plays a crucial role in our Field Sales organization by developing and managing relationships with existing customers. This position focuses on upselling to drive incremental business, performing detailed account planning, and coordinating with various internal teams to ensure strategic alignment. Your primary aim will be to foster customer satisfaction from day one, leading to ongoing partnerships that benefit both the clients and Workday.

Candidates for the Medium Enterprise Account Executive position at Workday should have around 8 years of experience selling SaaS or cloud-based solutions, particularly in areas such as ERP, HCM, financial solutions, or analytics. It’s essential to be adept at negotiating with C-suite executives and forming long-term strategic relationships with customers. Familiarity with managing longer deal cycles and large deal sizes is also crucial for this role.

At Workday, we pride ourselves on a supportive and employee-centric culture. As a Medium Enterprise Account Executive, you will benefit from a collaborative environment that encourages personal development and success. We offer flexible work arrangements, opportunities to build connections, and a commitment to your well-being and career growth, enabling you to excel and contribute positively to our mission.

Workday fosters a fun and inclusive atmosphere for its Medium Enterprise Account Executives by emphasizing teamwork and accountability. The culture promotes collaboration and open communication, ensuring that everyone feels encouraged to bring their best selves to work. You’ll find an environment rich in motivation, designed to inspire creativity and innovation as you pursue key objectives alongside talented colleagues.

Career growth at Workday is abundant, especially for Medium Enterprise Account Executives. With our focus on personal development, you can explore various pathways within the organization. Opportunities for advancement can arise through performance excellence, participation in additional training, and engagement with different teams, all of which are encouraged to help you build a rewarding career.

In account planning, I analyze the customer’s current needs, potential areas for upselling, and long-term goals. I collaborate with internal teams to ensure that we are aligned in our approach and meet the client’s expectations strategically, ultimately leading to mutually beneficial outcomes.

Certainly! In a previous role, I negotiated a contract renewal with a C-level executive by first understanding their specific challenges and aligning our solution to address those. By highlighting the value we delivered over the past year, I was able to gain their trust and negotiate favorable terms that resulted in a successful renewal and an upsell.

To build relationships with existing customers, I prioritize active listening, regular check-ins, and personalized follow-ups. I make it a point to understand their business objectives and how our solutions can further support them, fostering trust and loyalty over time.

Managing long deal cycles requires patience, persistence, and continuous engagement. I ensure that I remain in constant communication with stakeholders throughout the process, providing them with updates and addressing any concerns promptly to keep the momentum going until closing.

I stay updated by subscribing to industry newsletters, attending relevant webinars and conferences, and engaging with peers in the field. I also read case studies and user feedback to ensure I understand changes in market demands, which helps me position our solutions effectively.

Collaboration is vital as it allows for diverse perspectives and resources to be leveraged in achieving sales targets. I work closely with pre-sales, marketing, and technical teams to deliver tailored solutions to clients, ensuring that we present a unified front and maximize our chances of success.

Success is measured through various metrics such as upsell revenue generated, customer satisfaction scores, and the retention rate of accounts. I also consider the quality of the relationships I build with clients as a contributing factor to long-term success.

I closely monitor customer usage and feedback, conduct regular business reviews, and stay aware of their evolving needs. I also engage them in discussions about their future goals, which often reveals areas where our additional services or products can add value.

In one instance, I worked with a client to transition to a more advanced version of our software, highlighting features that increased their efficiency. This process not only boosted their productivity but also led to additional training offers that further enhanced their experience with our product.

When handling objections, I first listen to the client's concerns fully before responding with empathy. I then address their points with factual information, showcasing how our solution overcomes the issues they raised and ultimately reaffirms the value we bring.