Director, Channel Sales

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

Información sobre el equipo
La organización Workday Global Channels & Initiatives es responsable de impulsar las oportunidades y los ingresos indirectos con nuestro ecosistema de partners.

Buscamos un Director de ventas por canal con talento, altamente motivado y enfocado a resultados para impulsar y expandir el negocio de Workday en México. Este puesto requerirá una sólida experiencia en ejecución y gestión de ventas, junto con el deseo de construir el éxito a escala de partners y clientes.
Como Director de ventas por canal, utilizará su experiencia, conocimientos de dominio, venta consultiva, experiencia en gestión de personas y habilidades superiores de relación con partners para vender soluciones de Workday a través de ellos en el mercado de México. Si tiene un historial de éxito en la venta de soluciones de software a través de partners, tiene iniciativa propia y le encanta trabajar en un entorno dinámico, Workday es su lugar.

The Workday Global Channels & Initiatives organization is responsible for driving indirect pipeline and revenue with our partner ecosystem.

We are seeking a talented, highly motivated and results focused Channel Sales Manager to drive and expand Workday’s business in Mexico. This position will require a strong background in sales execution, sales management experience, along with a desire to build scaled partner and customer success.
As a Channel Sales Manager, you will use your experience, domain expertise, consultative selling, people management experience, and superior partner relationship skills to sell Workday solutions through partners in the Mexico market. If you have a stellar track record of success selling software solutions through partners, are a self-starter, and love working in a dynamic environment, then Workday is the place for you.

About the Role

Responsabilidades

• Desarrollar una estrategia territorial para impulsar nuevos proyectos netos y alcanzar o superar los objetivos de ventas ACV.
• Contar con un objetivo propio de adquisición neta de nuevos logotipos e ingresos para el mercado mexicano
• Establecer un modelo escalable de venta conjunta con los partners para impulsar nuevas oportunidades netas, dar agilidad al pipeline y ejecutar la preparación de cotizaciones y contratos.    
• Trabajar con el gerente de partners de canales de Workday, así como con las áreas de Marketing, Solution Consulting y Enablement para impulsar la demanda de los clientes y la generación de pipeline.
• Establecer y mantener relaciones sólidas con los líderes de los partners
• Ejecutar una cadencia regular de revisión de pipeline y responsabilizarse de la exactitud de las proyecciones.
• Garantizar que los partners equilibren los pipelines obtenidos a través de sus esfuerzos y los que hayan recibido de Workday.
• Excelente comprensión del crecimiento y mantenimiento de las empresas en un mercado altamente competitivo y cambiante.

Role & Responsibilities

• Develop Territory Strategy to drive net new pipeline and meet/exceed ACV sales targets

• Own net new logo acquisition and revenue target for Mexico market

• Establish a scalable co-selling model with Partners to drive net new opportunities, pipeline velocity, and complete quotes and contracts preparation     

• Work with Workday Channel Partner Manager, Marketing, Solution Consulting, and Enablement to drive customer demand and pipeline generation

• Establish and maintain critical relationships within the Partners leaders 

• Complete a regular pipeline review cadence and own responsibility for forecasting accuracy

• Ensure partner balances pipeline sourced through their efforts and pipeline passed Workday

• Excellent understanding of growing and sustaining businesses in a highly driven and changing marketplace

About You

Qué esperamos de usted

Cualificaciones básicas

• 5+ años de experiencia profesional en ventas de software o ventas de canal en HCM o ERP o dominio similar
• Más de 3 años de experiencia en gestión de ventas dirigiendo un equipo de reportes directos

Otras cualificaciones

• Experiencia en la venta de soluciones de planificación, proyección e informes
• Comprender el panorama competitivo estratégico y las necesidades de los clientes para poder posicionar eficazmente a Workday en empresas y con partners
• Experiencia en el establecimiento de relaciones mutuamente beneficiosas con socios estratégicos
• Capacidad demostrada para gestionar ciclos de ventas complejos de principio a fin con un historial de éxito en la consecución de ingresos.
• Excelentes habilidades de comunicación verbal y escrita.
• Experiencia en la venta de soluciones de software basadas en SaaS/Cloud, preferiblemente en el ámbito de HCM y/o ERP
• Experiencia en un entorno colaborativo de ventas

Basic Qualifications

• 5+ years of professional experience in software sales or Channel Sales in HCM OR ERP OR similar domain

• 3+ years of Sales management experience managing a team of direct reports

Other Qualifications

• Experience of selling planning, forecasting reporting solutions

• Understand the strategic competitive landscape and customer needs so you can optimally position Workday into companies and partners

• Experience in encouraging mutually effective relationships with strategic partners

• Shown ability in leading sophisticated sales cycles from start to finish with a track record of successful revenue attainment

• Experience selling SaaS/Cloud based software solutions, preferably in the HCM and/or ERP space

• Experience in a team selling collaborative environment

• Excellent verbal and written communication skills

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.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!