Principal Managing Partner

Workday•Pleasanton, CA

1d•$148,900 - $264,400•Hybrid

About The Position

Workday is seeking a Principal Managing Partner for its Diversified Industries practice. This role is responsible for the overall success of an assigned group of deploying and production customers within the Workday Success Plan offering in North America. The Managing Partner will orchestrate executive relationships, ensure successful deployment of the Workday solution, identify opportunities to add value to customer portfolios, confirm customers are utilizing their Success Plan components, and encourage customer advocacy. This is achieved through collaboration with internal sales, consulting, and product teams. Success in this role is measured by customer satisfaction, subscription revenue retention, and subscription revenue growth. The role operates with a start-up mentality within a larger organization, constantly seeking innovative ways to ensure customer success on their cloud journey.

Requirements

10+ years’ experience deploying large, sophisticated Cloud SaaS ERP (HCM & Fins) solutions at a project and program manager level within the Diversified Industries arena.
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.
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.
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.
Experience with core AI skills such as: AI Literacy and Critical Thinking, AI-Assisted Data Analysis, Workflow Automation, Prompt Engineering, and Ethical AI Judgment and Governance.
Proven ability to develop and implement effective account strategies focused on building strong client relationships, identifying growth opportunities, and driving customer retention and revenue.
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.
Exceptional relationship management skills, 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.
Demonstrated credibility, built on honesty, expertise, and consistent communication to foster trust and confidence with stakeholders.
Strong customer engagement skills, with a focus on building relationships, driving customer satisfaction, and utilizing effective communication strategies to increase retention and sales growth.
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.

Nice To Haves

Experience within the Diversified Industries customer base.
Have a dedication to continuous improvement in the way we serve our customers.
Ability to travel up to 50%

Responsibilities

Collaborate with Account Executives and Service Executives to position and sell or upsell Workday product, deployment, and postproduction services.
Ensure customers are deriving maximum value from the Workday product.
Maintain overall responsibility for the successful deployment of the Workday solution.
Drive adoption of the Workday solution.
Guide customers in the implementation of new features and products.
Sell additional services to support customer strategy.
Participate in sales cycles to support implementation-related activities for prospects.
Drive customer self-sufficiency by ensuring customers understand how to engage with the Workday services organization.
Partner with colleagues to position additional value through in-subscription adoption, additional subscription products, or activation of offerings from the 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, particularly regarding 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.