Sr Director, Value Management (APAC)

Overview

Job Location:
Singapore

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.

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About the Team

The Global Value Management organization at Workday collaborates with prospects and customers as their trusted advisor to help them develop their enterprise technology strategy and articulate and measure the value of Workday. They help customers understand the strategic and economic value of Workday throughout their lifecycle – from a prospect’s evaluation of Workday all the way through realized value post go-live as well as optimization and expansion of their Workday footprint. We have the privilege of partnering with leaders ranging from the C-Suite of the world’s largest corporations to the all-knowing Analyst behind the scenes at small organizations. We are industry specialists, workmates, storytellers, and coaches. We seek to build a brighter future for our people and our customers.

It’s fun to work in a company where people truly believe in what they’re doing. At Workday, we’re committed to bringing passion and customer focus to the business of enterprise applications. We work hard, and we’re serious about what we do. But we like to have a good time, too. In fact, we run our company with that principle in mind every day: One of our core values is fun.

Join our team and experience Workday!

About the Role

Workday is looking for an outstanding leader to guide this highly valued and high impact organization and serve on the Global Value Management executive team. As a key member of the Asia Pacific & Japan management team, this high profile role with play a key role in shaping the future of value creation, selling, driving innovation, and encouraging a culture of innovation and excellence. You and your team will demonstrate how Workday’s differentiated capabilities will enable incremental value for their organizations. You will enjoy direct customer interaction and play a pivotal role in driving revenue for Workday across our growing product portfolio. This position will report directly to the Global Vice President of Value Management.

Responsibilities:

Leadership & Team Management:

• Lead a high-performing team based in APAC: This includes recruiting, onboarding, mentoring, coaching, and empowering leaders and individual contributors to achieve their career goals while fostering a culture of collaboration, inclusivity, and continuous improvement.
• Drive strategic alignment, resource allocation and execution: Collaborate with leadership within the organization and with sales to define team goals, align with broader organizational objectives, and ensure successful execution of the value management strategy within the aligned book of business.

Value Management Expertise:

• Execute and adapt: Drive impact in the field such that Value Management directly impacts win rates and protects Workday’s premium position in the market. Refine the existing value management engagement model to meet the unique opportunities, needs and challenges of the business. Provide data-driven and qualitative analysis on the business and VM impact to improve pipeline, sales execution, and customer value realization.
• Champion value selling: Democratise value selling and drive adoption of value selling tools, methodology and messaging through data-driven insights and qualitative analysis, demonstrating the impact and value of Digital Value selling to the sales organization.

Collaboration & Innovation:

• Strategic Partnerships: Operate as a strategic business partner to sales leaders, providing a data driven perspective on value selling adoption and surfacing ideas to support their business. Specifically, you will partner directly with the President of APAC as well as with other field-facing sales team leaders (Solution Consulting, Services, Go-to-Market Strategy, Partners, etc.)
• Cross-functional Collaboration: Work in partnership with other teams to identify, scale, and implement innovative value selling practices across the broader sales organization.
• Global Value Management Partnership: As a member of the Global Value Management leadership team, you will own global strategic workstreams in service of taking care of our global team, taking care of our global book of business and driving the practice to innovate to meet the evolving needs of the market.

About You

Basic Qualifications:

• At least 7-10 or more years of relevant experience including 2 recent years of experience in leading Value Management or business consultant teams
• Demonstrated track record as a trusted advisor to C-level business audiences
• Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward

Other Qualifications:

• MBA or post-graduate degree preferred
• Travel up to 40% across APAC
• Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward
• Domain experience in Enterprise Software; Financials, Analytics, and Human Capital Management solutions is required
• Strong consulting skillset, including excellent discovery, analysis, quantitative modeling, listening and interpersonal skills
• Deeply curious about business, highly motivated to have an impact on customers, and broadly interested in variety of customers/issues
• Excellent collaboration, executive presentation and persuasion skills
• Deep understanding of business operations, financial metrics, and industry trends.
• Excellent written and verbal communication skills, including presentation skills.
• Ability to influence and persuade others.
• Creative problem-solving skills.
• Ability to take initiative, work independently, and find solutions to challenges.
• Experience building and developing a collaborative and inclusive team environment: Cultivate a culture that values diversity, encourages open communication, and supports individual growth and development, enabling every team member to thrive and contribute their unique perspectives.

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!