Principal, Partner Sales Executive - Accenture
About The Position
The Principal, Partner Sales Executive will serve as Workday’s dedicated Go-to-Market Partner Executive for Accenture, managing and growing the relationship across all industries and segments in North America. This is an individual-contributor role focused on strengthening the partnership, accelerating joint business growth, generating pipeline, and increasing Accenture’s contribution to sales targets. The role develops and executes North America Go-to-Market plans aligned with Accenture’s capabilities, Workday’s sales plan, and the overall partnership strategy. It involves coordinating segment and industry initiatives, mapping accounts, identifying joint opportunities, addressing partner knowledge gaps through targeted enablement, and collaborating with internal Workday teams and Accenture stakeholders. The position also maintains alignment with EMEA and APAC Go-to-Market peers and the Global GSI Managing Director. Travel may be required as needed. The role follows Workday’s Flex Work approach: at least half of time each quarter is spent in an office or in the field with customers, prospects, and partners, depending on the role.
Requirements
- At least 5 years of professional experience working for or collaborating with GSIs.
- At least 3 years working for or in close collaboration with Partnerships or Alliances at a global technology organization.
- At least 5 years of professional experience in business development or sales.
- Proven expertise in the GSI landscape, including business models, organizational structures, Go-to-Market motions, and complexities.
- Demonstrated ability to navigate large, complex GSI organizations, build relationships at all levels, and influence decision-makers.
- Strong experience developing and executing successful partner Go-to-Market plans, including joint value propositions, messaging, and sales plays.
- Exceptional collaboration skills across internal and external stakeholders.
- Ability to analyze market trends, identify opportunities, and turn strategic objectives into actionable plans.
- Excellent written and verbal communication skills, including the ability to explain complex concepts clearly and persuasively to diverse audiences.
- Proven track record of achieving and exceeding targets and driving measurable business outcomes.
- Ability to travel as needed to meet with partners and internal teams.
Responsibilities
- Serve as the primary Go-to-Market lead for Accenture across all industries and segments in North America.
- Develop, implement, and execute North America Go-to-Market plans aligned with Accenture’s capabilities, Workday’s North America sales plan, and the overall partnership strategy.
- Drive Go-to-Market initiatives tailored to specific industries and market segments in collaboration with Accenture industry and segment leads.
- Determine and execute segment strategies for SMB, Mid-Enterprise, Large Enterprise, and Majors to maximize joint market penetration and revenue.
- Perform account mapping with Accenture sales executives and account managers, Workday Account Executives, and Net New Account Executives to identify and pursue joint opportunities.
- Increase the volume and quality of pipeline generated through Accenture across North America industries and segments.
- Increase the percentage of partner-influenced and partner-sourced deals against sales targets for Accenture.
- Identify critical knowledge gaps in Accenture’s understanding of Workday solutions and capabilities and guide internal enablement resources on targeted training and support.
- Collaborate across Workday’s Global Partners Organization, leadership, sales, marketing, product, security, legal, strategy, and other functional teams.
- Work across all levels and functions of Accenture’s North America organization, including executive leadership and sales, delivery, and practice-area contributors.
- Maintain alignment with Go-to-Market peers in EMEA and APAC and the Global GSI Managing Director.
- Travel as needed to meet with partners and internal teams.
Benefits
- The role may be eligible for the Workday Bonus Plan or a role-specific commission or bonus.
- Annual refresh stock grants may be included in the total compensation package.
- Workday offers a comprehensive benefits package; specific benefits are not listed in the posting.
- Flexible scheduling through Workday’s Flex Work approach.
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What This Job Offers
Job Type
Full-time
Career Level
Principal
Education Level
No Education Listed
