Workday Healthcare - Senior Director - Market Driver

Job description

Huron helps its clients drive growth, enhance performance and sustain leadership in the markets they serve. We help healthcare organizations build innovation capabilities and accelerate key growth initiatives, enabling organizations to own the future, instead of being disrupted by it. Together, we empower clients to create sustainable growth, optimize internal processes and deliver better consumer outcomes. Health systems, hospitals and medical clinics are under immense pressure to improve clinical outcomes and reduce the cost of providing patient care. Investing in new partnerships, clinical services and technology is not enough to create meaningful and substantive change. To succeed long-term, healthcare organizations must empower leaders, clinicians, employees, affiliates and communities to build cultures that foster innovation to achieve the best outcomes for patients. Joining the Huron team means you’ll help our clients evolve and adapt to the rapidly changing healthcare environment and optimize existing business operations, improve clinical outcomes, create a more consumer-centric healthcare experience, and drive physician, patient and employee engagement across the enterprise. Join our team as the expert you are now and create your future. At Huron, Senior Directors belong where leaders are elevated and celebrated. They effectively collaborate with Huron and client senior leaders to design and implement goal-achieving solutions while delivering remarkable results (ones that meet but usually exceed specified engagement objectives). Throughout the process, they construct enduring relationships that benefit the firm in profound ways including selling additional project work into clients. As a Workday Healthcare Market Driver, you are responsible for driving the growth of our Workday Healthcare practice by acquiring new customers, expanding existing accounts, and positioning our digital solutions as the strategic partner of choice by leveraging experiences and competencies with Workday SaaS products to build strong client relationships while achieving sales targets. Qualifications: 10+ years’ experience in the information technology or consulting field 10+ years’ experience working with vendor solutions, vendors and partner sales and alliance leadership Strong client focus – ability to operate at prime customer contact level Demonstrated breadth and depth of operational service delivery management expertise, preferably in an international environment Demonstratable experience having designed and implemented significant productivity as well as customer satisfaction improvements Strong development focus – advocate of developing employees, teams and the business Significant experience leading and managing teams (including matrix management) within an operational service delivery or shared services environment Strong commercial and financial awareness, including monitoring, and coordination of budget ownership Experience in sourcing bids, from pre-sales to successful implementation, preferably in an international setting Thorough understanding of customer’s business and market sector with ability to leverage knowledge in anticipation of the evolving needs of customers Proven contract negotiations and supplier management experience Huron requires a Bachelor’s Degree in business, computer science or IT related field for this position Willingness to travel up to 50% Responsibilities: The Industry Market Driver will be responsible for supporting the overall growth of the Workday Practice and report directly to the Workday Industry Leader. This role will support five primary areas of practice growth: 1) Workday ERP sales in the designated industry, 2) Support successful delivery of multiple complex Workday engagements in the designated industry, 3) Vendor coordination with Workday in the designated industry, 4) Coordinating with the overall Workday practice lead on the growth of qualified implementation resources, and 5) Internal collaboration with the industry verticals on sales and delivery. Grow and Support the Business (50%) Support multiple industry specific sales pursuits as senior leader and sales architect, providing organization, leadership, and strategic guidance to pursuit team in coordination with lead Workday Managing Director Coordinate and update industry specific practices on specific opportunities, assigned accounts and overall sales strategy. Serve on multiple sales teams and achieve recognition for supporting $5-10M in Workday sales annually Support management and hygiene of Workday industry specific pipeline, including the development of qualification documents, deal review materials, and final pricing, staffing, and contract details Drive the sale of at least one significant non-Workday engagement (i.e., pull through other Huron competencies) Support oversight of active engagements, including project health and economics, as directed by Industry Leader. Serve our clients (30%) Provide exceptional client service to multiple Workday industry specific clients Target annual utilization will be approximately 20-30% Serve in one or more of the following roles on complex Workday or ERP Pre-Implementation Engagements: Engagement Quality Assurance Executive Engagement Planning/Readiness Leadership Client Service Leader for Implementation programs Vendor Management (10%) Support Workday alignment activities across the US Market Provide leadership and coordination with assigned Workday region(s) and related Account Executives Developing joint marketing and go to market approaches for wrap around services Coordinate Huron strategy related to the Workday industry team for large conference events with Workday, Practice Leadership, and Marketing Support Workday Alliances managers to execute QBR and other industry specific alliance activities Collaborate and Partner (10%) Serve as a thought leader within the specific industry, which includes collaborating across industry solution groups, bringing market and/or client intelligence to the table and supporting new offerings on other engagements. Bring insights related to the Office of the CFO and help develop potential enhanced service offering by our teams. Take an active lead in education of Huron industry Managing Directors and sales teams related to our ERP capabilities, including sales training and coordination. Become well educated on all industry specific and Digital practice service offerings, including Research Services software solutions and coordinate sales material development efforts where relevant Support the development of improved opportunity qualification and deal review processes with our industry specific sales team. Lead these efforts where appropriate. Work collaboratively with other MDs in the Digital team and across Huron Complete 360 feedback process for related team members Become a coach/mentor to 2-4 Directors and/or Managers Metrics: Discovery Sales Target Sales Team Credit Managed Revenue Industry Initiatives (Webinars, Presentations, White Papers) The estimated base salary range for this job is $215,000 - $275,000. The range represents a good faith estimate of the range that Huron reasonably expects to pay for this job at the time of the job posting. The actual salary paid to an individual will vary based on multiple factors, including but not limited to specific skills or certifications, years of experience, market changes, and required travel. This job is also eligible to participate in Huron’s annual incentive compensation program, which reflects Huron’s pay for performance philosophy. Inclusive of annual incentive compensation opportunity, the total estimated compensation range for this job is $279,500 - $357,500. The job is also eligible to participate in Huron’s benefit plans which include medical, dental and vision coverage and other wellness programs. The salary range information provided is in accordance with applicable state and local laws regarding salary transparency that are currently in effect and may be implemented in the future. Position Level Senior Director Country United States of America