Market Development Executive (Workday)

The Market Development Executive – Workday is responsible for driving pipeline creation and accelerating revenue growth within the Workday ecosystem. This role was created to expand Varicent’s market presence by engaging Workday sellers, building and executing ecosystem enablement programs, and directly supporting strategic pursuits in collaboration with Varicent Regional Sales Managers (RSMs) and Presales.

Success will be measured by Workday-sourced pipeline development, Workday-sourced bookings, customer adoption, and partner engagement outcomes.

What You'll Do:

• Lead the outreach, planning, and execution of in-person Workday Enablement Meetings, equipping Workday sellers to position Varicent effectively.
• Drive the development of Workday-sourced pipeline through a combination of direct outreach to Workday account and opportunity owners (with tailored account-level POVs) and the ideation, design, and execution of 1:many marketing and ecosystem events.
• Act as the Workday subject matter expert in support of Varicent Regional Sales Managers (RSMs) and Presales, shaping pursuit strategy and ensuring effective co-sell execution.
• Maintain an accurate and timely weekly forecast, including opportunity notes and account status updates in CRM.
• Collaborate cross-functionally with Marketing, Alliances, Services, and Product teams to align programs, messaging, and delivery to Workday’s priorities.
• Support and/or lead supplemental strategic initiatives that strengthen Varicent’s position in the Workday ecosystem, such as roadmap development, customer value documentation, competitive positioning, and ecosystem expansion.

What You'll Bring:

Experience

• 7+ years in enterprise SaaS sales, presales, partner/alliances management, or business development roles.
• 3+ years of experience working with or alongside ecosystem partners (Workday experience strongly preferred).
• Demonstrated ability to build pipeline through partner-led or co-sell motions.
• Proven success enabling sellers and delivering partner-driven marketing programs.

Skills & Knowledge
• Strong relationship-building skills with partner sellers and executives.
• Ability to deliver compelling presentations and facilitate in-person enablement sessions.
• Deep understanding of enterprise software sales cycles and partner co-sell mechanics.
• Strategic account planning, opportunity qualification, and pursuit support expertise.
• Strong organizational discipline with CRM, pipeline management, and forecasting.
• Industry-specific knowledge in at least one of Workday’s priority verticals (e.g., Financial Services, Technology & Media, Professional & Business Services, Retail, or Manufacturing) with the ability to connect Varicent’s solutions to industry-specific challenges and trends.
• Familiarity with incentive compensation, territory and quota planning, or sales performance management processes is a plus.

Education
• Bachelor’s degree in Business, Marketing, or related field required.

• MBA or equivalent experience a plus.

Success Factors:

1-3 Months

• Onboard and gain deep knowledge of Varicent’s solutions, Workday ecosystem strategy, and co-sell playbooks.
• Establish relationships with Workday RVPs, AEs, and key Varicent stakeholders.
• Deliver first Workday enablement session(s) and begin contributing to joint account planning.
• Build and submit a 90-day plan with target accounts, pipeline goals, and enablement schedule.

4-6 Months

• Lead multiple in-person Workday Enablement Meetings and at least one 1:many marketing event.
• Consistently contribute to Workday-sourced pipeline through account-level POV outreach.
• Actively support pursuits in at least 3–5 joint opportunities, demonstrating role as Workday SME in co-sell environments.
• Deliver accurate weekly forecasts and maintain opportunity-level detail.

7 Months & beyond

• Own quarterly Workday-sourced pipeline and ACV goals.
• Serve as a trusted advisor to Workday sellers and a key enabler of Varicent field teams.
• Expand influence by leading strategic initiatives such as connector adoption campaigns, customer storytelling, or competitive enablement.
• Demonstrate measurable business impact: multi-million-dollar sourced pipeline, closed ACV wins, and broadened Workday ecosystem presence.
• Prepare for future leadership by mentoring newer team members or taking on regional/industry ownership within the Workday program.

Originally posted on Himalayas