Principal Partner Value Advisor

Workday•Pleasanton, CA

1d•$122,000 - $256,000•Hybrid

About The Position

The Partner AI Experience team is Workday’s dedicated investment in accelerating our most strategic GSI and Ecosystem partnerships. Working alongside the Global Partner Organization (GPO), this team serves as the technical, functional, and quantitative experts, providing the enablement infrastructure, product intelligence, and go-to-market support that allows our partners to build and sell Workday AI with confidence and speed. Each pod is aligned to a single strategic GSI or Ecosystem motion and staffed with specialists across the oCIO, oCHRO, and oCFO domains, along with a dedicated Business Value Architect. The pod works across the partner’s SC teams, architects, offering leaders, and value desks to ensure the partner’s Workday practice is equipped, differentiated, and positioned to grow. As a Principal Partner Value Advisor within the Partner AI Experience team, you are the quantitative and qualitative engine of your pod. Where the pod’s architects and advisors build technical and functional fluency within the partner’s practice, you build financial and strategic conviction — equipping the partner’s value desk, SC teams, and practice leaders with the ROI frameworks, business cases, and agentic consumption models they need to make smart investment decisions and drive Workday-led transformations at scale. This role sits at the intersection of value engineering, partner activation, and platform strategy. You will work closely with your AI Pod Manager and alongside Partner AI Architects and Advisors to ensure every conversation the partner has with a customer — about agentic and core Workday — is grounded in compelling, quantified business outcomes. You will also be a key resource for the partner’s own value desk, helping them build the capability to run Workday-specific value conversations independently. This role is well-suited to a value-focused leader who combines strong financial and analytical skills with executive presence, storytelling, and a highly collaborative, cross-functional working style.

Requirements

7+ years in Value Management, Management Consulting (e.g., Big 4 or MBB), or enterprise AI transformation and strategy at Workday or a comparable enterprise software or consulting organization.
Demonstrated experience building executive-ready business cases, ROI models, and value frameworks for enterprise software, ideally spanning HR, Finance, and/or AI capabilities.
Experience working with or within Global System Integrators, large SIs, or strategic consulting partners — either on the vendor side or from within a GSI practice.
Strong financial and analytical skills, including experience with ROI/NPV analysis, productivity modeling, cost–benefit frameworks, and translating platform capabilities into quantified business outcomes.
Ability to engage credibly with GSI practice leadership, CFOs, CHROs, and CIOs as a peer and trusted advisor, grounded in deep Workday expertise, prior consulting experience, or both.
Proven communication and storytelling skills, with the ability to distill complex financial and technical topics into simple, compelling narratives for both executive and practitioner audiences.
Collaborative working style with demonstrated experience coordinating across organizations such as GPO, Solution Consulting, Product & Technology, and Forward Deployed teams.
Energized by building in a fast-moving, investment-stage environment where the frameworks, tools, and narratives you create will be used at scale across a partner’s global practice.

Nice To Haves

Familiarity with Workday’s product portfolio and roadmap — particularly Sana, Data Cloud, and agentic capabilities — is a strong plus; deep Workday product knowledge is highly valued.

Responsibilities

Build and deliver Workday-specific ROI frameworks, value models, and business case templates that the partner’s value desk and SC teams can use independently in their client conversations.
Develop persona-based value narratives (CIO, CFO, CHRO) that translate Workday’s AI and platform capabilities into measurable business outcomes (e.g., productivity gains, cost reduction, faster decision-making, workforce transformation).
Equip partner teams to articulate the financial value of Workday’s unified architecture across HR, Finance, and AI — including the cost and risk of stitching together disparate systems and generic AI models via APIs versus the compounding benefit of native, connected data.
Partner with GSI practice leadership to frame the opportunity of building on Sana, including where to start, how to prioritize agentic use cases, and how to sequence investment alongside broader platform strategy.
Explore how the agentic economy is reshaping services and delivery models, and where Workday’s platform positions the partner to lead that evolution within their practice.
Identify whitespace in the partner’s client base where agentic workflows offer the highest return, helping the partner prioritize platform investment and go-to-market focus.
Identify and refine industry-specific use cases where the partner can build differentiated, partner-owned solutions on Workday’s platform, creating IP that benefits both the partner’s practice and Workday’s position in that vertical.
Translate Workday’s agentic and AI capabilities into high-return use cases for the partner’s key industry verticals, spanning finance automation, HR service delivery, and intelligent workforce management.
Develop compelling, executive-ready business cases and value narratives that connect Workday’s capabilities — including agentic solutions and intelligent automation — to measurable outcomes the partner’s teams can take to their customers.
Arm Workday’s Forward Deployed and field teams with partner-specific value content, ROI frameworks, and business case materials to support joint Workday–partner client engagements.
Bring partner-built solutions and industry-specific use cases back into Workday’s field ecosystem, ensuring joint customers benefit from the partner’s IP and Workday sellers can confidently position what the partner has built.
Capture and codify outcome data, benchmarks, and proof points from Workday’s customer base to continually strengthen the partner’s value conversations.
Serve as a first line of defense for the partner’s value and business case conversations — fielding ROI objections, financial questions, and value challenges, and ensuring partner teams have the quantitative depth and positioning to move forward with confidence.