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Principal, Sales Advisor - Retail & Hospitality

Principal, Sales Advisor - Retail & Hospitality

WorkdayPleasanton, CA, US
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Industry GTM Advisor

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

The Industry GTM team is responsible for developing strategies that support the maximization of value, growth, and profitability. The team is tasked with implementing strategic and scalable Go-to-Market activities in collaboration with key stakeholders globally, with the primary remit of credentializing Workday in strategic sales opportunities, communicating our industry strengths to key constituents, and investing in key stakeholder groups to accelerate growth.

About the Role

This role supports our retail & hospitality business in North America, to build industry credibility, grow the sales pipeline and engage with our customers to increase revenue. The Industry Advisor will personally participate in sales cycles, and drive programs resulting in increased pipeline and revenue. In partnership with regional sales leadership, you will work to elevate Workday's market position in retail & hospitality. You will have the opportunity to help craft and drive the long-term strategy and vision of our industry go-to-market. You will serve as a trusted advisor and inspiring leader for account executives, customers, and partners as you tell the Workday story and assist in transformation.

Job Responsibilities Include :

  • Complete GTM Strategy by crafting an action plan on areas with the highest revenue potential to support ACV & pipeline growth.
  • Design and run industry packages by working with internal teams to build a faster GTM approach with customers.
  • Lead customer presentations to key decision makers.
  • Provide demand generation support by working closely with business development and sales teams.
  • Provide industry credibility and references in sales pursuits; preparation with sales, presales, value management and extended teams to unify messages to prospects.
  • Partner closely with sales leadership to support and promote adoption of industry strategy amongst key GTM internal stakeholders.
  • Travel 25-50% of the time for client meetings, relevant industry conferences, etc.

Key Capabilities

  • Deep industry knowledge : A detailed understanding of retail & hospitality business processes and challenges.
  • Strategic Approach : Capable of translating large data into consumable insights to define outcomes and drive action.
  • Collaborator : Proven track record to work closely with cross functional collaborators to define clear and measurable outcomes.
  • Ambitious approach : Comfort with ambiguity with the ability to solve new challenges and responsibilities.
  • Build External Profile : Build credibility within the organization, challenge previous processes and content and lead change.

    • About You

    Basic Qualifications (Required)

  • 15+ years of relevant retail & hospitality proven experience
  • 10 + years of experience delivering results in a matrixed organization or cross functional environment
  • 5+ years of relevant industry ecosystems and software solutions to support CFO, COO and CIO business processes within retail & hospitality markets

    • Other Qualifications

  • Understanding of customer and prospect buying cycles and procurement processes
  • Track record of successful delivery of strategic, cross-functional initiatives at-scale and proven business impact
  • Outstanding problem solving and analytical skills; strong interest in structuring sophisticated problems and presenting well-supported solutions

    • 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.

    Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

    Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

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    Sales Advisor • Pleasanton, CA, US