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Workday Account Executive - HCM/Financials (361198BR)


Account Director



Texas, United States

IntroductionAs a Business Sales Executive, you will support IBM's consistent growth by bringing to the table your business development, sales, and account management skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM's top technologies. If you're ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.Your Role and ResponsibilitiesIBM Global Business Services (GBS) is seeking a top-performing, experienced Account Executive for our growing Workday Sales organization. As a GBS Workday Account Executive you will use your extensive experience and well-honed consultative selling skills to develop long-term relationships with current and prospective customers. In this role, you will leverage IBM's unique service offerings and delivery methodologies and position IBM as the vendor of choice within our target markets.This Sales Executive role will focus on generating and cultivating opportunities associated with Workday HCM, Financials, Prism and Planning, working closely with HR and Finance Transformation teams within IBM.Key Responsibilities include:As the Workday Senior Account Executive, you will be responsible for setting and aligning with the broader GBS selling strategy, roadmap, implementation and transformation solutions and consulting services to Fortune 1000 and high-growth companies. This will also include:+ Lead business development efforts for the defined market segment or territory+ Work with our sector executives/leadership to identify potential clients for targeting+ Develop an understanding of IBM's go-to-market strategy and offerings, and articulate the offerings to support client outcomes+ Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems+ Demonstrate understanding of patterns based on industry knowledge, relationships, prior experience, and market trends+ Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities+ Qualify opportunities and engage sector lead and client account executives for follow up conversations as needed+ Run a rigorous and disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process+ Lead and support the development of organized and differentiated IBM Workday offerings+ Develop overview materials to support initial meetings/conversations for Workday+ Lead preparations for advanced sales meetings and orals presentations during qualified opportunities+ Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy+ Identify and align appropriate IBM teams and resources to pursue, win, and manage opportunities+ Contribute to pursuit processes by leveraging relationships for insights and influence, including determining 'win' themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate+ Collaborate with Workday alliance, marketing and practice leads on messaging, events and eminence - both internal and external+ Identify campaigns and events where the IBM Workday Practice can expand/enhance visibility at key events and in the market. Participate in relevant events+ Identify key relationships across Workday products and sectors to benefit IBM's Workday Practice+ Utilize IBM eminence - including thought leadership content, events, trainings, conferences, and memberships - to build and enhance relationshipsRequired Technical and Professional Expertise+ 6+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions+ Experienced with a complex pursuit process, proposal development and oral presentations that win new business+ Adept at making presentations and executive level messaging+ Ability to work in a multi-layered matrix organization serving many leaders+ Travel up to 50% (Due to COVID-19, non-essential travel has been suspended until further notice).Preferred Technical and Professional Expertise+ Advanced degree(s) preferred+ Success in working closely with sector and cross-practice leaders, executives, practitioners and other Sales Executives to develop strategies and tactics that drive targeting programs and win business+ Experience with cloud-based SaaS solutionsAbout Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.Your Life @ IBMWhat matters to you when you're looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.IBM intends this job to be performed entirely outside of Colorado.Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.