• Own end-to-end sales cycle, including pipeline development, opportunity management, forecasting, and deal closure • Identify, prospect, and secure new business across enterprise accounts, including net-new logos and existing clients • Build and maintain strong, multi-threaded relationships across business, analytics, IT, procurement, and executive stakeholders • Partner with internal teams (Professional Services, Product, Data, Analytics) to shape solutions, define scope, and articulate client value • Develop pricing models, financial business cases, and deal economics, including margin, resourcing, and delivery assumptions • Lead proposal development and contract negotiations, including Statements of Work (SOWs), MSAs, and commercial terms • Drive expansion within existing accounts through renewals, extensions, managed services, and new workstreams • Collaborate with account and vertical sales teams to attach and expand Professional Services opportunities alongside core offerings • Orchestrate cross-functional pursuit teams and support RFP responses as needed • Contribute to market development by identifying trends, refining offerings, and influencing go-to-market strategies

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory • Performs account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment • Initiate and support sales of Workday solutions within Large Enterprise prospects and shares Workday value proposition • Be responsible for developing relationships with net new customers with a focus on deal management and connecting customers with Workday solutions, particularly core financials • Negotiate deals with a variety of C-Suite Executives to close opportunities • Maintain accurate and timely customer/prospect, pipeline, and service forecast data

• Make outbound calls and handle customer contacts through all channels to meet the goal of converting leads to generate new units, RMR and sales • Handle inbound residential leads for all areas and close sales for both new and existing customers, including addons and upgrades • Achieve monthly quotas for new units, RMR and bookings • Work with existing customers who are moving to a new location • Capture both the COE sale and the customer’s new property • Proactively communicate with existing customers to increase sales of our products and services • Contact with customers within 6 months of contract renewal and review services and opportunities for addons and upgrades with the goal of renewing contract with customer • Generate new units, RMR and bookings from referrals obtained through existing sales contacts • Support specific lead generation projects through various outbound & inbound campaigns

• Account Executive quarterbacking each deal and the main point of contact for your customers. • Selling the entire Customer 360 Platform across a prospect account set. • Creatively break into net new logos in your assigned territory and introducing them to Salesforce. • Prospect into every line of business. • Collaborative selling techniques and partnering with internal resources in order to drive additional value and expertise. • Generating pipeline that leads to closed revenue and quota attainment. • Selling on value and return on investment vs. technical functionality. • Building credibility and trust while influencing buying decisions. • Creating demand by uncovering business problems and matching them to our solution.