Principal Managing Partner - Federal Government

Workday•McLean, VA

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 Workday's Managing Partner practice focuses on advising our most strategic accounts, creating a differentiated customer experience, advising on enterprise transformation, and stewarding subscribers of our Workday Success Plan in North America. We seek to serve our customers with relevant industry advice, practical ways to realize value from Workday's technology, and crafting peer networks for continuous innovation. We act like a start-up inside a larger organization constantly seeking new ways to help our customers be successful on their cloud and artificial intelligence journey. About the Role The Managing Partner in our Workday Government practice, you are responsible for the overall success of an assigned group of highly valued and strategic deploying and production Federal Government customers. The role orchestrates the development and maintenance of executive relationships, takes accountability for the successful deployment of the Workday solution, positions additional value into a customer portfolio, ensures customers consume the components of their Success Plan, and encourages an effective reference motion. These outcomes are accomplished in collaboration with internal sales, consulting, and product teams. Success is measured on customer satisfaction, subscription revenue retention, & subscription revenue growth . About You Establish and manage relationships with customer executives and stakeholders creating a valued, long-term partnership with mutual accountability and serve as an extension of Workday leadership on assigned accounts Maintain responsibility for Workday deployment and adoption success guiding customers in successful enterprise transformation, planning and implementation of new features and products - most notably with artificial intelligence, and cultivating the environment for additional services to support the customer’s strategy Collaborate with Account Executives and Service Executives to help position and sell or upsell Workday product, deployment, and postproduction services, into your customer base and ensure they’re getting maximum value from the product Provide advice to and participate in prospect sales cycles to help support implementation related activities that will become part of their portfolio Drive customer self-sufficiency by ensuring customers understand what success looks like and how to engage with the Workday services and product organizations Partner with workmates to position additional value available through in-subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem Guide large, partner-led accounts with significant complexity and deployment scope on behalf of our Federal Government customer base Create and deliver MP-related deliverables with Success Plans, e.g. strategic and engagement plans Provide direction and support to Workday and partner project teams especially as it relates to scope, budget, timeline, and critical deployment issues, may act as the point of contact to facilitate and resolve escalated customer and/or project issues Engage other service resources as necessary to support account planning and feature adoption strategies Leverage customer relationships as needed for prospect references

Requirements

10+ years’ experience deploying large, sophisticated Cloud SaaS ERP (HCM and/or Fins ) solutions at a project and program manager level within the Federal Government and/or State & Local Government market
8+ years of developing and maintaining C-level relationships resulting in successful partnerships and strategic alignment
2+ years direct experience with a cloud-native HR and/or Finance software (such as Workday, SuccessFactors, NetSuite, or a similar product) as an implementation leader, business function owner, hands-on configuration resource, or workmate

Nice To Haves

Experience and active networks within the Federal Government market. Similar exposure to State & Local Government considered a benefit
Excellent stakeholder management skills, including the ability to identify key stakeholders, understand their needs, and effectively communicate and engage with them to build strong relationships and achieve organizational objectives, are vital.
Ability to empower and lead a matrixed team of individuals at multiple levels within an organization
Ability to manage and prioritize multiple customers’ demands balancing customer satisfaction with revenue and profitability targets
Have a dedication to continuous improvement in the way we serve our customers
Proven ability to develop and implement effective account strategies focused on building strong client relationships, identifying growth opportunities, and driving customer retention and revenue, is essential.
Strong customer insights skills, with the ability to analyze customer data, identify trends, and provide actionable recommendations to improve customer satisfaction and inform business strategies, are highly valued.
Exceptional relationship management skills are crucial, with a focus on building and maintaining strong relationships with clients, partners, and colleagues to foster collaboration, loyalty, and a positive work environment."
Strong account planning skills, with the ability to analyze customer needs and develop targeted sales and marketing strategies to drive customer retention and revenue growth, are highly valued.
Demonstrated credibility, built on honesty, expertise, and consistent communication to foster trust and confidence with stakeholders, is critical for success in this role.
Strong customer engagement skills, with a focus on building relationships, driving customer satisfaction, and utilizing effective communication strategies to increase retention and sales growth, are essential.
Strong ability to identify and understand customer needs through market research, feedback analysis, and problem-solving to inform product development, marketing strategies, and customer service improvements, is essential.
Ability to travel up to 50%

Responsibilities

Establish and manage relationships with customer executives and stakeholders creating a valued, long-term partnership with mutual accountability and serve as an extension of Workday leadership on assigned accounts
Maintain responsibility for Workday deployment and adoption success guiding customers in successful enterprise transformation, planning and implementation of new features and products - most notably with artificial intelligence, and cultivating the environment for additional services to support the customer’s strategy
Collaborate with Account Executives and Service Executives to help position and sell or upsell Workday product, deployment, and postproduction services, into your customer base and ensure they’re getting maximum value from the product
Provide advice to and participate in prospect sales cycles to help support implementation related activities that will become part of their portfolio
Drive customer self-sufficiency by ensuring customers understand what success looks like and how to engage with the Workday services and product organizations
Partner with workmates to position additional value available through in-subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem
Guide large, partner-led accounts with significant complexity and deployment scope on behalf of our Federal Government customer base
Create and deliver MP-related deliverables with Success Plans, e.g. strategic and engagement plans
Provide direction and support to Workday and partner project teams especially as it relates to scope, budget, timeline, and critical deployment issues, may act as the point of contact to facilitate and resolve escalated customer and/or project issues
Engage other service resources as necessary to support account planning and feature adoption strategies
Leverage customer relationships as needed for prospect references