Market Development Executive - Remote
In OfficeMidNAFintechSoftwareRegional Sales ManagerAdvisorWorkdayTeam LeadershipProduct MarketingBusiness DevelopmentPerformance Management
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Requirements
- 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.
- Education
- Success Factors:
- 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
- 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.
Responsibilities
- 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.