Principal Managing Partner - Industry Capabilities

Workday•New York City, NY

13d•Hybrid

About The Position

Workday's Managing Partner practice focuses on stewarding subscribers of our Workday Success Plan offering in North America. We seek to serve our customers with relevant industry stories, practical ways to realize value from Workday's technology, and crafting peer networks for learning. We act like a start-up inside a larger organization constantly seeking new ways to help our customers be successful on their cloud journey. As a Managing Partner within the Industry Capabilities group, you are responsible for the overall success of an assigned group of deploying and production 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. 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. Have overall responsibility for the successful deployment of the Workday solution, driving adoption, guiding customers in the implementation of new features and products and selling additional services to support their strategy. Participate in sales cycles to help support implementation related activities for prospects that will become part of their portfolio. Drive customer self-sufficiency by ensuring customers understand how to engage with the Workday services organization. Partner with workmates to position additional value available through in-subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem. Participate in partner selection for non-Workday primed engagements. Guide large, partner-led accounts with global complexity such as M&A and divestitures. Create the strategic plan across the customer architecture serving on and actively participate in customer steering committee meetings and nurturing executive relationships. Provide direction and support to Workday and service 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 & Fins) solutions at a project and program manager level within the any of the following: Healthcare, Diversified Industries, State, Local, Federal Government, and FSI arenas
2+ years direct experience with a cloud-native HR 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
8+ years of developing and maintaining C-level relationships resulting in successful partnerships and strategic alignment.

Nice To Haves

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.
Ability to travel 30%

Responsibilities

Orchestrate the development and maintenance of executive relationships.
Take accountability for the successful deployment of the Workday solution.
Position additional value into a customer portfolio.
Ensure customers consume the components of their Success Plan.
Encourage an effective reference motion.
Collaborate with internal sales, consulting, and product teams.
Collaborate with Account Executives and Service Executives to help position and sell or upsell Workday product, deployment, and postproduction services.
Ensure customers are getting maximum value from the product.
Have overall responsibility for the successful deployment of the Workday solution.
Drive adoption.
Guide customers in the implementation of new features and products.
Sell additional services to support their strategy.
Participate in sales cycles to help support implementation related activities for prospects.
Drive customer self-sufficiency by ensuring customers understand how to engage with the Workday services organization.
Partner with workmates to position additional value available through in-subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem.
Participate in partner selection for non-Workday primed engagements.
Guide large, partner-led accounts with global complexity such as M&A and divestitures.
Create the strategic plan across the customer architecture.
Serve on and actively participate in customer steering committee meetings.
Nurture executive relationships.
Provide direction and support to Workday and service partner project teams especially as it relates to scope, budget, timeline, and critical deployment issues.
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.