Market Development Executive (Workday)
Key Skills for This Role
Full Job Posting
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.
About Varicent
Canadian SaaS company providing sales performance management software to revenue organizations.
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