Senior Manager, Partner Sales, FSI, US ME & Canada

Workday•Pleasanton, CA

4d•Hybrid

About The Position

As a leader in Workday’s Global Partner Organization, the Senior Manager Partner Sales US ME, FSI & Canada will lead a team of Partner Sales Executives focused on joint business development with our Partners, aligned to the Workday sales organization, with a concentrated focus on delivering Partner Sourced ACV. In addition to working with our Partners, the Senior Manager Partner Sales will work across multiple internal functions, including (but not limited to) sales, services, marketing, pre-sales, value management, legal, and industry to drive incremental revenue for Workday, including via our strategic technology partnerships.. About the Role You will lead and develop a high-performing Partner Sales team to: Establish a team culture of collaboration, accountability, and performance excellence. Set clear expectations and KPIs, with a strong emphasis on Sourced ACV. Coach, mentor, and develop Partner Sales Executives: Provide ongoing coaching, feedback, and professional development opportunities to team members. Conduct regular performance reviews and support individual growth plans. Ensure standard people management functions (e.g., performance reviews, time off approvals) are completed diligently and on time. Oversee GTM execution and partner strategy: Direct and guide the team's execution of go-to-market (GTM) strategies with all partners. Ensure alignment between partner activities and Workday's overall sales objectives. Supervise and monitor the team’s involvement in deal influencing and execution, providing strategic guidance as needed. Manage joint GTM planning and execution: Collaborate with Partner Managers and sales leadership to develop and implement joint GTM plans. Ensure clear communication, alignment, and transparency between Workday and partner teams. Oversee the team's efforts to build strong relationships with partner contacts. Drive partner-sourced pipeline and win rates: Set targets and track team performance related to partner-sourced pipeline generation and win rates. Strategically allocate resources and provide support to maximize pipeline quality and conversion. Monitor and analyze pipeline performance data. Guide deal reviews and win strategies: Actively participate in key deal reviews with sales and services teams. Provide guidance and direction to the team on developing and executing winning strategies. Foster strong partner relationships: Guide the team in developing and maintaining strong, strategic relationships with key contacts within partner organizations, especially at the Global System Integrator client lead level. Support the team in building local GTM relationships within Workday's matrix organization. Support sales leadership and account executives: Direct team efforts in providing proactive support to Regional Vice Presidents, Regional Sales Directors, and Account Executives to optimize partner ecosystem engagement. Moderate Travel: 25-35%

Requirements

7+ years of professional experience in Partner Alliances with a SAAS or AI organization.
7+ years of professional experience in Business Development or Sales Strategy for a Partner Alliances team
3+ years working with GSIs
3+ years experience leading a team
Sales experience in the region, direct and indirect, in the space of HCM, Financials, and/or ERP and business applications, working across enterprise and mid-market segments
Proven results in working across matrixed organizations, with complex team-based sales environments, and able to influence sales organizations and partner GTM motions
Cloud Technology, Data, Analytics, API, and platform experience and understanding
Validated experience in delivering strong results in pipeline generation and bookings
Ability to envision the future for our partners within their area of influence and share that vision broadly
Ability to quickly grasp information across a variety of areas and build clear communications
Outstanding verbal and written communication skills

Nice To Haves

Industry experience, especially in Financial Services, Government, Education, Professional Services, Healthcare, Tech, and Retail
MBA, a plus

Responsibilities

Establish a team culture of collaboration, accountability, and performance excellence.
Set clear expectations and KPIs, with a strong emphasis on Sourced ACV.
Provide ongoing coaching, feedback, and professional development opportunities to team members.
Conduct regular performance reviews and support individual growth plans.
Ensure standard people management functions (e.g., performance reviews, time off approvals) are completed diligently and on time.
Direct and guide the team's execution of go-to-market (GTM) strategies with all partners.
Ensure alignment between partner activities and Workday's overall sales objectives.
Supervise and monitor the team’s involvement in deal influencing and execution, providing strategic guidance as needed.
Collaborate with Partner Managers and sales leadership to develop and implement joint GTM plans.
Ensure clear communication, alignment, and transparency between Workday and partner teams.
Oversee the team's efforts to build strong relationships with partner contacts.
Set targets and track team performance related to partner-sourced pipeline generation and win rates.
Strategically allocate resources and provide support to maximize pipeline quality and conversion.
Monitor and analyze pipeline performance data.
Actively participate in key deal reviews with sales and services teams.
Provide guidance and direction to the team on developing and executing winning strategies.
Guide the team in developing and maintaining strong, strategic relationships with key contacts within partner organizations, especially at the Global System Integrator client lead level.
Support the team in building local GTM relationships within Workday's matrix organization.
Direct team efforts in providing proactive support to Regional Vice Presidents, Regional Sales Directors, and Account Executives to optimize partner ecosystem engagement.