The Workday Regional Sales Manager is accountable for net-new revenue growth across a defined industry/market portfolio. The role develops and executes targeted sales strategies for large enterprise accounts—working in close partnership with Workday and Cognizant teams—to achieve individual quota and expand market presence.
Key Responsibilities:
Achieve or exceed monthly, quarterly, and annual sales targets.
Drive new business development within the designated industry/market portfolio, with a focus on strategic, high-value accounts.
Build joint go-to-market motions with Workday and Cognizant counterparts, leveraging collective strengths and networks.
Maintain a qualified pipeline of at least 3× quota with strong stage hygiene and conversion discipline.
Execute complex, multi-stakeholder sales cycles with precision.
Develop and sustain deep, contemporary industry expertise relevant to assigned segments.
Develop and execute key-account sales strategies in collaboration with Workday and Cognizant stakeholders.
Proactively cultivate senior executive (C-suite) relationships across target accounts to accelerate acquisition and growth.
Establish executive relationships ahead of formal procurement to shape demand and influence scope.
Build credibility as an expert in Workday, digital transformation, and the customer’s industry.
Generate pipeline directly and through Workday and broader Cognizant ecosystems.
Nurture relationships with portfolio-aligned Workday and Cognizant personnel to advance opportunities.
Create and maintain account plans, opportunity/close plans, stakeholder maps, prospecting activities, and competitive insights in Salesforce.
Orchestrate the end-to-end sales process, coordinating prospects and internal teams.
Accountable the delivery of high-quality RFP/RFI responses and solution demonstrations that align prospect outcomes with Cognizant differentiation
Negotiate contracts – Statement of Work and Master Services Agreement
Manage multiple concurrent deal cycles; maintain accurate client, pipeline, close-plan, and forecast data in Salesforce.
Partner with presales and delivery to develop estimates that align with client needs and required profit margins.
Perform additional duties as assigned.
Education & Experience:
5+ years’ experience with a strong track record selling software implementation services and/or enterprise software to large organisations.
Proven success winning large deals and new logos.
Industry expertise consistent with the target portfolio
Demonstrated business development rigor, key-account strategies, partner-led motions, and two-way lead generation.
Consistent execution in complex, multi-threaded accounts.
Experience building and sustaining C-suite relationships across multiple accounts.
Strategic, solution-selling mindset; ability to connect client outcomes to Cognizant’s value proposition.
End-to-end ownership of RFP/RFI processes, solution demonstrations and deliverables.
Strong knowledge of Workday and related domains; awareness of current digital innovations relevant to the portfolio.
In-depth experience with complex commercial negotiations, including Statements of Work (SOWs) and Master Service Agreements (MSAs)
Familiarity with consultative selling methodologies and the ERP cloud landscape.
Established relationships with local Workday teams a plus.
Ability to navigate a large, matrixed organisation and influence through a data-driven, “win-as-one” approach.
Experience working with multicultural, geographically distributed teams; able to rally diverse contributors to shared goals.
Bachelor’s degree or equivalent experience.
Ability to travel domestically within Australia as required.
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Why choose Cognizant:
- Entrepreneurial environment that welcomes your ideas
- Opportunity to do great work
- Outreach programs that support communities and tap into your volunteer spirit
- Learning opportunities to help current needs and advancement
- Global operations, with opportunities in North America, Europe and Asia Pacific
- An abundance of Affinity groups to meet your needs
Cognizant Core Values:
- Work as One: We think beyond roles, relying on each other’s strengths to win as a team.
- Raise the Bar: We always aim for excellence in how we work and what we deliver.
- Dare to Innovate: We push boundaries and take chances to reimagine what’s possible.
- Do the Right Thing: We all lead with integrity and always make the ethical choice.
- Own It: We own the outcomes for our company, colleagues, and community.
