Chief Operations Officer, Federal Government GTM

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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.

About The Team

The COO of Federal GTM is a crucial role in supporting the Federal Sales Leader running and optimizing Workday's GTM efforts in the federal government sector. This position combines cross company strategic oversight with operational management to ensure the company's federal efforts are strategically aligned, operationally efficient, and follows all regulatory requirements while driving growth and customer satisfaction.

About The Role

In this role, we will:

• Work with Federal GVP, devise the overall strategy to establish Workday as the preferred vendor of the HR and Finance platform for Federal agencies and grow the business to become a significant contributor to Workday’s revenue
• Ensure the Federal growth strategy is integrated into Workday’s corporate and GTM strategies
• Foster the product roadmap with our Product & Technology group to ensure delivery of the features and functions required by Federal agencies
• In partnership with our Global Partner Organization, establish an encompassing partner strategy for a successful GTM motion to Federal customers
• Drive full execution of our Federal strategy in collaboration with our Field Sales Operations team
• Build pertinent measure, metrics and KPIs to track business progress and identify impediments to success
• Build content and messages for business reviews & meeting with Workday’s Executive Committee
• Collaborate across our Executive team to establish compliance with the Federal Risk and Authorization Management Program (FedRAMP) and federal contracting regulations, including FAR (Federal Acquisition Regulation) and other relevant laws
• Drive legal requirements and nuances with our Legal team
• Partner with our Government Affairs team on policies and practices in support of company’s objectives
• Drive cross functional alignment on end state business design in conjunction with GVP and Federal Legal Counsel
  
  

About You

Basic Qualifications

• 10 plus years Federal Government domain expertise including but not limited to intelligence and defense line of business.
• Bachelor’s degree
• This role will support one or more direct or indirect contracts with the U.S. Federal Government which, due to federal government security requirements, mandates that all Workday personnel working on the contracts be United States citizens (naturalized or native).
• Ability to travel up to 50%
  
  

Other Qualifications

• Deep understanding of the uniqueness of the Federal budgeting & procurement process and regulations, decision-making process, and SaaS compliance requirements and aspects of quote to cash management
• Contract routes to market experience
• Deep practitioner understanding of Federal customer-facing sales motion, and channel partner landscape working with government as defined above.
• Proven track record of operating a cross functional model with cloud and SaaS
• 7-10 years of experience in operations, GTM planning/execution or related field.
• Proven record of success in developing and supporting go-to-market and cross company strategies in support of Government business.
• Experience with CRM systems, marketing automation tools, and data analytics platforms. Preferred experience in federal cleared quote to cash process, system and tools.
• Experience in operational knowledge of FSO, FCL and infrastructure needed to drive cross company implementation workstreams.
• MBA preferred
  
  

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.

You may view the Workday's Pay Transparency Policy, and Equal Employment Opportunity is the Law notice, by clicking on their corresponding links.

Workday is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans during our application process. If you need assistance or an accommodation due to a disability, contact us at accommodations@workday.com.

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. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.VA.McLean (Tyson's Corner)

Primary Location Base Pay Range: $202,600 USD - $303,900 USD

Additional US Location(s) Base Pay Range: $202,600 USD - $303,900 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. 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.

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.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!

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