Principal, Partner Account Manager (Open)

Workday•Frisco, TX

6d•$143,900 - $255,600•Hybrid

About The Position

The Partner Management team is part of Workday's Global Partner Organization, and we play a vital role in driving Workday's growth and customer success through our services partner ecosystem. We manage the full 360-degree relationship with Workday's Services Partners, including revenue contributions and growth, delivery quality, partner expansions, partner innovation, demand generation, and sourced opportunities. Our team works hand-in-hand with partners to build annual partner plans, conduct account mapping, and manage performance against targets throughout the year. We are a supportive, fast-paced team that is energized by resolving challenges and finding creative ways to manage workload and priorities. If you enjoy building meaningful partnerships that directly impact business outcomes and customer success, this is a team where your contributions will be visible and valued. As a Principal Partner Account Manager within the Global Partner Organization, you will lead outcome-driven results and partner relationships with a portfolio of SI, Regional and Boutique Partners at Workday. This is an opportunity to shape how Workday grows through its partner ecosystem, ensuring our partner relationships are outstanding and differentiated. Working in concert with the Partner Sales, Partner Success, Sales and Services leadership teams, you will drive practice growth, solution identification, AI innovation, and go-to-market plans within North America, aligned to the Workday Sales and Services organizations. Your ability to develop and translate a business plan into results will be essential to helping Workday achieve its business objectives, drive new subscription revenue, and grow customer success.

Requirements

8+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company
4+ year of experience developing and executing partner business plans that drive measurable revenue growth and customer success
4+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance

Nice To Haves

Relationship Building: Skilled at building sincere, meaningful connections with people across locations and backgrounds, with the ability to cultivate and maintain long-term partnerships that drive mutual value
Strategic Alliances: Experienced in creating and managing partnerships between organizations to achieve mutually beneficial goals, including identifying potential partners, negotiating terms of collaboration, and ensuring the partnership delivers expected value
Go-to-Market Strategies: Proficient in planning and executing approaches to deliver solutions to the marketplace, including understanding customer needs, the partner landscape, and effective sales and marketing approaches
Business Development: Experienced in identifying and implementing opportunities to increase organizational value through growth, including understanding market trends, building relationships with partners, and identifying new market opportunities
Pipeline Development: Skilled in creating and managing a series of steps to convert prospects into customers, including understanding customer behavior, applying effective strategies, and optimizing the pipeline to improve conversion rates and revenue forecasting
Strategic Thinking: Adept at generating and applying unique business insights to create opportunities for the organization, including understanding the current business landscape, identifying potential challenges, and developing long-term plans to achieve them
Emotional Intelligence: Ability to recognize, understand, and manage your own emotions and influence the emotions of others, fostering an environment of understanding and effective communication across partner and internal relationships
Bias for Action: Comfortable making quick decisions and taking immediate action, even in the face of uncertainty, to accelerate timelines, improve response times, and foster a proactive and dynamic work culture
Structured Thinking: Ability to organize and analyze information in a logical, systematic manner, breaking down complex partner challenges into manageable parts and developing clear plans to solve problems
Prioritization: Skilled at evaluating proposals, projects, and resources to determine their relative importance and urgency, and deliver the greatest impact
Sales: Understanding of the sales process, including promoting solutions, understanding customer needs, developing effective communication, and partnering with sales teams to close deals and grow revenue
Teamwork: Ability to collaborate effectively with cross-functional teams, contributing to a positive, productive team environment and working toward shared goals across Partner Sales, Partner Success, and Services organizations
Excellent verbal and written communication skills

Responsibilities

Managing the 360-degree relationship with a portfolio of SI, Regional and Boutique Services Partners, including revenue contributions, delivery quality, escalations, and partner innovations
Developing and executing annual partner plans, including account mapping and performance management against targets
Driving practice growth and go-to-market plans aligned to Workday's Sales and Services organizations within North America
Identifying solutions and innovation opportunities within the partner ecosystem to support Workday's product and services strategy
Leading demand generation efforts and sourced opportunities through partner channels to drive new subscription revenue
Collaborating cross-functionally with Partner Sales, Partner Success, Sales and Services leadership to ensure unified execution and partner success