Pursuit Capture Manager - State Local Government

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We are looking for an outstanding leader with a stellar record specific to State Local and Higher Education ERP Pursuit and Capture who is a selfstarter and loves working in a dynamic matrixed environment with an outstanding team of people.

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 Workdays Solutions. You will support a field team of passionate hardworking and motivated people who want to be part of one of the most innovative and groundbreaking cloud companies on the planet. In this role you will:

• Manage a portfolio key ERP pursuits in State Government and Higher Education.

• Demonstrate excellent critical thinking winstrategy development business acumen and interpersonal skills to develop teams and construct nearterm and longrange 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.

• Interpretation of 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

• Bachelors degree required

• Requires 10 years of strategic capture proposal development contract management sales strategy and/or pricing strategy to state and local government customers.

• 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 State and Local Government in ERP market.

• Understanding of the strategic competitive landscape by staying up to date with trends and customer needs so you can effectively position Workday solutions within accounts

• Validated experience of pulling together different business units to improve on sales

• Experience maintaining accurate forecasting data and business modeling for senior leadership

• Selfstarter 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.

You may view the Workdays 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

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 rolespecific commission/bonus as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidates 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 Workdays comprehensive benefits please click here.

Primary Location: USA.VA.McLean (Tysons Corner)

Primary Location Base Pay Range: $194100 USD $291200 USD

Additional US Location(s) Base Pay Range: $194100 USD $291200 USD

Our Approach to Flexible Work

With Flex Work were combining the best of both worlds: inperson 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 inoffice 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 youll 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.

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