Director, Channel Partner GTM Strategy and Operations, Adaptive Planning

Workday • Pleasanton, CA

1d • Hybrid

About The Position

Your work days are brighter here. We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too. About the Team The Workday Adaptive Planning team is a newly formed and highly strategic business unit dedicated to our cloud-based enterprise planning software. With over 7,000 customers and approximately $600 million in annual revenue, Adaptive Planning is a leader in the Office of the CFO technology landscape. Our mission is to help organizations of all sizes, from mid-market to Fortune 500, make smarter, faster decisions through continuous, collaborative, and comprehensive planning.As a new, dedicated business unit, we operate with the agility and entrepreneurial spirit of a startup, backed by the resources and stability of Workday. About the Role As the Director of Channel Partner GTM Strategy and Operations for Adaptive Planning, you will be a founding architect of our new growth engine in the US Medium Enterprise (ME) and SMB market. Reporting directly to the Head of Partners for Adaptive Planning, you will bridge the gap between high-level vision and operational execution. This is a senior, high-influence individual contributor role designed for an entrepreneurial leader who can design a sub-industry targeting strategy, build the operational scaffolding to support it, and drive accountability and results across a heavily matrixed organization. You will not just recommend the path forward—you will build the mechanisms that ensure we win.

Requirements

• Experience: 8+ years of experience in Sales or Revenue Operations, Channel Strategy, Business Development, or Partner Success within the SaaS industry.
• Strategic Leadership: Proven track record of building GTM functions from the ground up, ideally within a "start-up" business unit of a large enterprise.
• Matrix Navigation: Demonstrated ability to influence senior stakeholders and lead cross-functional initiatives in a complex, matrixed corporate environment.
• Data Fluency: Expert-level ability to translate raw data into actionable insights, utilizing tools like Salesforce, Tableau, or Adaptive Planning itself to drive decision-making.

Nice To Haves

• Entrepreneurial Mindset: A "player-coach" mentality—willing to design the slide deck and the spreadsheet one hour, and present to an SVP the next.
• Domain Expertise: Deep understanding of the US Medium Enterprise (ME) segment and the nuances of indirect sales motions (VARs, SIs, and Referral partners).
• Executive Presence: Comfortable and persuasive in front of senior executives, both internally and externally.
• Industry Agnostic, Sub-Industry Specific: Ability to quickly pivot and build tailored strategies for diverse verticals.
• Revenue Accountability: A high degree of personal ownership over results; you will own when your performance is directly tied to business unit growth.

Responsibilities

• GTM Strategy Development: Support and execute the Adaptive Planning channel partner GTM strategy, specifically identifying and segmenting sub-industries within the US ME market for maximum penetration, working closely with Workday’s Global Partner Organization.
• Growth Accountability: Drive measurable impact by owning the partner-sourced and partner-influenced revenue targets for Adaptive’s US ME market; establish the forecasting cadence, pipeline hygiene, and performance recovery plans necessary to ensure consistent over-achievement against growth quotas.
• Operational Architecture: Design and manage the end-to-end partner operational model, including lead flow, co-selling motions, and rules of engagement between Adaptive Planning and Workday Core Sales and Partner teams.
• Strategic Advisory: Act as the primary thought-partner within the Planning Business Unit, providing data-driven recommendations on resource allocation, investment, and partner selection.
• Performance Management: Establish and own the "source of truth" for reporting; define KPIs, evaluation criteria, and MBR cadences to measure partner health and PBU growth.
• Matrix Orchestration: Navigate, collaborate and influence Workday’s broader ecosystem, ensuring alignment with Core Sales, Global Partner Organizations, and Marketing to ensure alignment and eliminate friction.
• Enablement & Content: Design, influence, and deliver (as needed) high-impact enablement content and playbooks to ensure partners are equipped to sell the value of Adaptive Planning.
• Field Engagement: Represent the Adaptive Planning business in high-stakes meetings with customers and strategic partners, demonstrating executive presence and deep domain expertise.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed