Senior Director, Federal Pursuit and Capture

, MD, United States

Your work days are brighter here.

At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That’s why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don’t need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here.

About the Team

Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Federal Sales team at Workday helps the company to continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring out their best self, and get better by pushing and developing themselves and the Workmates around them. About the Role

The Pursuit and Capture Manager is responsible for driving go-to-market strategy for Workday’s Government Cloud, our Federal business. You will represent Workday externally to the Federal community, work closely with sales leadership to identify and execute our approach to key federal deals, and have the opportunity to influence product, marketing and other internal stakeholders to grow our business. Workday Government Cloud currently has FedRAMP Authorized status at the Moderate security impact level.

Job Responsibilities include :

As the leader for Federal Pursuit & Capture, you will use your extensive industry and leadership experience to lead, coach and mentor a team of Pursuit and Capture Managers positioning Workday’s Solutions. You will lead a team of passionate, enthusiastic and motivated people who want to be part of one of the most innovative and disruptive cloud companies on the planet. In this role, you will:

Demonstrate excellent critical thinking, win-strategy development, business acumen, and interpersonal skills to develop teams and construct near-term and long-range strategies for Federal go-to-market approach

Lead all aspects of opportunity capture from the deal qualification phase through proposal delivery

Coordinate with stakeholders in sales, business development, proposals, contracts, pricing, and legal to prepare, present, and mature opportunities through a defined acquisition framework

Develop and execute 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 federal, state and local markets

Conduct and participate with internal gate reviews and coordinate internal approvals including risk assessments and gaps

Serve as Workday’s executive ambassador to the Federal market through customer and prospect meetings, in-person events, social media, and other thought leadership

Build and leverage deep, senior-level industry relationships with prospects and customers to evangelize WD’s value proposition

Work with Workday’s Global Partners team to develop and execute an ecosystem approach for key service integrators in the Federal market

Partner with marketing and sales team to refine Workday’s message as a strategic partner to Federal agencies for digital transformation

Work with Workday’s Government Relations team to identify a high-value legislative agenda

Travel 25-50% of the time for relevant industry conferences, client meetings, etc.

About You

Basic Qualifications:

Bachelor’s degree required

Management Experience of leading teams focused on defense, civilian and intelligence community

Requires 10+ years of strategic capture, proposal development, contract management and or pricing strategy to federal, state and local government customers.

Strong understanding of the federal acquisition process, including FAR, DFAR, the range of RFx, source selection, evaluation criteria, compliance matrices, and standard terms and conditions

Experience utilizing various contract vehicles.

Demonstrable understanding of federal procurement acquisition process, contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus) is expected.

Demonstrable success leading and winning captures, with an awarded value greater than $1B in the public sector marketspace utilizing a capture framework in the past three years.

Experience interacting with and briefing senior government and industry acquisition officials

Active TOP SECRET security clearance

US Citizenship required

Other Qualifications

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

Proven experience of pulling together different business units to maximize on sales

Experience maintaining accurate forecasting data and business modeling for senior leadership

Self-starter attitude 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 Workday's 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 [email protected].

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 role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s 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 Workday’s comprehensive benefits, please click here .

Primary Location: USA.MD.Home Office Washington DC MetroPrimary Location Base Pay Range: $202,600 USD - $303,900 USDAdditional US Location(s) Base Pay Range: $202,600 USD - $303,900 USD

Our Approach to Flexible Work

With Flex Work, we’re combining the best of both worlds: in-person 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 in-office 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 you'll 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.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!

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