About the Role:
Reporting directly to the APJ GVP of Services, The Senior Services Director for Asia is responsible to help enable the growth and management of Workday’s new and existing customer base across the regions with accountability to ensure our customers and partners successfully leverage the expert services that span the customer lifecycle: selling, deployment, advisory, production and adoption services. This role partners closely across our Asia region sales leadership to develop business by positioning and selling services for new and existing customers and partners.
Successful candidates will be passionate about transforming and developing a Services team that supports sales cycles, engages with customers and partners to develop deployment and post go live success strategies, manages the associated proposals and contracts, and predictably delivers sustainable multi-year growth. The team of Services Executives this role manages includes a diverse range of skills and experience from across professional services, functional subject matter expertise, and field sales.
About You:
Basic Qualifications
- You have more than 12 years of experience leading complex services sales cycles with a track record of successful service & subscription bookings, revenue and profitability attainment.
- You possess strong experience with vendors, products, and services focused on enterprise applications, SaaS or Platforms.
- You're a passionate people leader with a track record of building and leading a regional team of high performers across the Asia region.
Other Qualifications
- You’re currently in a senior sales management role.
- Demonstrable results in leading teams within complex, team-based sales environments.
- Previous experience in sales leadership, ideally focused on new logo acquisition with preferred experience in ERP or other financial business solutions or platform sales.
- History of cultivating mutually beneficial relationships with strategic partners and alliances.
- Proven experience of pulling together different business units to maximize on sales opportunities.
What we’re looking for
- You live by a set of values that align with our own (make sure you look them up). We’re a values based organization and we firmly believe that exceptionally successful professionals can also be great humans.
- You bring the leadership abilities to motivate and focus the regional organization on team and individual objectives, and exceptional leadership experience focused on empathetic leadership.
- You have the innate ability to balance customer demands with healthy revenue and profitability objectives, and a proven track record of juggling business development, client/partner sales and people management skills in matrixed organizations.
- You’re willing to ‘roll up your sleeves’ and assist wherever needed.
Role Outcomes:
Success for you, us, our customers and partners comes down to:
- Customer and partner engagement - You and your team ensure that our customers and partners think of us as a partner in every sense of the word.
- Customer and partner satisfaction and success - Your efforts directly influence successful outcomes for our customers and partners and they love how we’ve prepared them for the future by creating previously unrealized value.
- Leading with influence - You bring an empathetic leadership style with a focus on finding success together with customers, your team and other stakeholders.
- Revenue - you assist Workday to achieve our revenue growth targets through means that are beneficial for our customers, partners and Workday.
Measures of Success - What good looks like:
Running the business
- Drive a sales performance culture with each Services Executive clear on their role, territory, and contribution to the Asia region goals.
- Drive joint accountability with the Regional Sales Directors down to the Account Executive and Service Executives teams.
- Sales team discipline (right cadence, right forecasting rigor at the right time) resulting in sustained predictability of the business.
- Service Executives all contribute to hit the Asia region Services and Success Plan bookings targets each quarter, resulting in an optimized cost of sale.
- Drive multi quarter improvements in forecasting and pipeline generation resulting in increased win rates.
- Dive deep to understand the current people metrics (Peakon, Workforce Productivity, Workforce Analytics) across the SE team and implement proactive plans aligned to our APJ people goals.
- Take ownership of any local escalations. Resolving if within your empowerment or presenting solutions for consideration if required.
Growing the business
- Define the right sales models together with the Asia region leaders mapped to the right GTM for the Asia region that drives multi quarter subscription growth and services bookings and revenue.
- All Service Executives consistently perform in demand generation and sales activities for Workday Primes, Success Plans, Advisory Services, Education, and Partner collaboration offerings.
- Drive bookings targets per Regional Sales Director and per aligned Services Executive with a mix of short-term deals to hit the number with long term bets to incubate new territories.
- Be an integral and proactive member of the Asia region leadership teams helping the LT’s hit their Asia region goals.
- Manage the team's collective performance, proactively identifying the capacity and capability gaps and executing the right corrective actions.
Transforming the business
- Have an opinion for how the business needs to evolve in the Asia region over multiple years.
- Analyze the business mix and shape both in terms of what we sell and how we sell.
- Make recommendations based on your analysis with a set of trade-offs or asks and what the associated return would be.
- Influence the key stakeholders you identify to pilot or experiment new operating models or best practices.
