Workday Regional Sales Manager

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 and utilising AI for reach and relevancy.
• Build joint go-to-market motions with Workday and Cognizant counterparts, leveraging collective strengths, networks and AI capability.
• Maintain a qualified pipeline of at least 3× quota with strong stage hygiene and conversion discipline.
• Execute complex, multi-stakeholder sales cycles with precision, leveraging AI to automate and elevate Cognizant's position.
• 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.
• 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, with an innovative, AI driven approach.
• 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.
• Demonstrated use of AI to automate sales processes, client deliverables and contract negotiation.
• Reasonable knowledge of Workday (or similar HCM, Finance, ERP solution) and 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.
• #LI-Remote
• 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.

Benefits

Additional Information

The Regional Sales Manager, APAC is accountable for net-new revenue growth across a defined industry/market portfolio. The role develops and executes targeted, innovative sales strategies for large enterprise accounts-working in close partnership with Workday and Cognizant teams and leveraging AI capability-to achieve individual quota and expand market presence.

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