Principal Partner Account Manager - MSPs
About The Position
The Principal Partner Account Manager is part of Workday’s Global Partner Organization and leads outcome-driven results and partner relationships with Enterprise Managed Service Providers (MSPs), including Wipro, Infosys, DXC, and TCS. The role shapes Workday’s growth through its partner ecosystem by building differentiated partner relationships and supporting business objectives, new subscription revenue, and customer success. Working with Partner Sales, Partner Success, Sales, and Services leadership, this position drives practice growth, solution identification, AI innovation, and go-to-market plans in North America aligned with Workday’s Sales and Services organizations. It manages the full partner relationship and translates business plans into measurable results.
Requirements
- At least 8 years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud, or AI company, including specific experience managing Enterprise MSPs such as Wipro, Infosys, DXC, and TCS.
- At least 4 years of experience developing and executing partner business plans that drive measurable revenue growth and customer success.
- At least 4 years of experience managing complex partner relationships, including delivery quality, escalations, and partner performance.
- Ability to build and maintain long-term partner relationships across geographies and organizational cultures.
- Skill in structuring and managing strategic alliances, identifying potential partners, negotiating partnership terms, and tracking value delivered.
- Ability to plan and execute go-to-market strategies, including assessing customer needs, partner landscape, and sales and marketing approach.
- Track record of identifying and executing business development opportunities based on market trends and partner relationships.
- Demonstrated success building and managing a sales or partner pipeline, including forecasting and conversion optimization.
- Ability to apply business and market insights to develop long-term strategic plans.
- Ability to communicate and collaborate effectively with internal teams and external partners.
- Ability to manage multiple partner priorities or projects concurrently and deliver on time.
- History of partnering with sales teams to support deal cycles and revenue growth.
- Excellent verbal and written communication skills.
Responsibilities
- Manage the 360-degree relationship with a portfolio of MSPs, including revenue contributions, delivery quality, escalations, and partner innovations.
- Develop and execute annual partner plans, including account mapping and performance management against targets.
- Drive practice growth and go-to-market plans aligned with Workday’s Sales and Services organizations within North America.
- Identify solutions and innovation opportunities within the partner ecosystem to support Workday’s product and services strategy.
- Lead demand generation efforts and sourced opportunities through partner channels to drive new subscription revenue.
- Collaborate with Partner Sales, Partner Success, Sales, and Services leadership to ensure unified execution and partner success.
Benefits
- May be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
- May be eligible for annual refresh stock grants.
- Flexible work approach, with at least half of each quarter spent in the office or in the field with customers, prospects, and partners, depending on the role.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
