Job Description

Pursuit & Capture Manager - State & Local Government

Apply remote type Flex locations USA, VA, McLean time type Full Time posted on Posted 3 Days Ago job requisition id JR-0093743

Your work days are brighter here.

At Workday, it all began with a conversation over breakfast. Our culture is driven by our value of putting our people first. The happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is essential for success. We look after our people, communities, and the planet while still being profitable. Inspired to make a brighter work day for all? Bring your brightest version of you and have a brighter work day here.

About the Team

Workmates pride themselves on winning while having fun! The Key Account team at Workday helps the company grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best selves.

About the Role

As the director for SLED ERP Pursuit & Capture, you will use your extensive sales and leadership experience to lead, coach, and mentor a matrixed team of solution, consulting, and government experts positioning Workday’s Solutions. You will support a field team of passionate, hardworking, and motivated people.

• Manage a portfolio key ERP pursuits in State Government and Higher Education.
• Demonstrate excellent critical thinking, win-strategy development, business acumen, and interpersonal skills to develop teams and construct near-term and long-range strategies for business development in designated pipelines.
• Lead the capture strategy for the most complex market opportunities from the deal qualification phase through proposal delivery.
• Coordinate with collaborators in sales, business development, proposals, contracts, pricing, and legal to prepare, present, and mature opportunities through a defined acquisition framework.
• Ability to lead interdisciplinary teams with varying levels of experience.
• Develop and implement large, complex deal strategy to define the opportunity and schedule and validate the technical solution.
• Engage with industry partners, assess the competitive landscape, and if needed secure bidding teammates to bolster value proposition or technical solution.
• Lead the development of win themes, horizon mapping, technical and management solutions, pricing strategies, and risk mitigation strategies.
• Interpret solicitation requirements, terms, and conditions.
• Meet or exceed established metrics and goals in support of overall corporate growth and success.
• Understanding the full business development lifecycle and experience in various customer domains within the state and local markets.
• Experience with leading proposal activities for the RFI, RFQ, or RFP process.
• Conduct and participate with internal gate reviews and coordinate internal approvals including risk assessments and gaps.

About You

Basic Qualifications

• Bachelor’s degree required.
• 10+ years of strategic capture, proposal development, contract management, sales strategy, and/or pricing strategy to state and local government customers required.
• Strong understanding of the S&L acquisition process, including NASPO, Omnia and others, as well as experience with RFx, source selection, evaluation criteria, compliance matrices, and standard terms and conditions.
• Experience applying various contract vehicles.
• Demonstrable success leading and winning captures in the enterprise State and Local Government market.
• Experience interacting with and briefing senior government and industry acquisition officials.
• US Citizenship required.

Other Qualifications

• Management Experience of leading teams focused on State and Local Government in the ERP market.
• Understanding of the strategic competitive landscape by staying up to date with trends and customer needs.
• Validated experience of pulling together different business units to improve sales.
• Experience maintaining accurate forecasting data and business modeling for senior leadership.
• Self-starter demeanor with the ability to work in a dynamic environment.

Workday is proud to be an equal opportunity workplace.

Further, pursuant to applicable local ordinances, Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans during our application process.

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. This role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Each candidate’s compensation offer will be based on multiple factors including geography, experience, skills, job duties, and business need. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.VA.McLean (Tyson's Corner) Primary Location Base Pay Range: $169,700 USD - $254,500 USD Additional US Location(s) Base Pay Range: $169,700 USD - $254,500 USD

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.

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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