Sr. Partner Account Manager

Workday•Pleasanton, CA

1d•$116,000 - $206,200•Hybrid

About The Position

Workday is seeking a Sr. Partner Account Manager to join their Global Partner Organization. This role is crucial for driving Workday's growth and customer success through its services partner ecosystem. The Partner Management team manages the complete relationship with Workday's Services Partners, focusing on revenue, delivery quality, expansion, innovation, demand generation, and sourced opportunities. The team collaborates with partners on annual plans, account mapping, and performance management in a fast-paced, supportive environment. The Principal Partner Account Manager will lead outcome-driven results and partner relationships with a portfolio of SI, Regional, and Boutique Partners, shaping Workday's growth through its partner ecosystem. This role involves working with Partner Sales, Partner Success, Sales, and Services leadership to drive practice growth, solution identification, AI innovation, and go-to-market plans within North America. The ability to translate business plans into results is essential for achieving business objectives, driving new subscription revenue, and growing customer success.

Requirements

6+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, within a SaaS, Cloud, AI company
3+ years of experience developing, executing partner business plans that drive measurable revenue growth
3+ years of experience managing partner relationships, including resolving escalations, evaluating partner performance
8+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, a related field, within a SaaS, Cloud, AI company
4+ years of experience developing, executing partner business plans that drive measurable revenue growth, customer success
4+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, partner performance
Proven ability to build and maintain long-term partner relationships across geographies and organizational cultures
Skilled in structuring and managing strategic alliances, including identifying potential partners, negotiating partnership terms, and tracking value delivered
Adept at planning and executing go-to-market strategies, including assessing customer needs, partner landscape, and sales/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
Strong ability to apply business and market insights to develop long-term strategic plans
Comfortable communicating and collaborating effectively across internal teams (e.g., Partner Sales, Partner Success, Services) and external partners
Capable of managing multiple partner priorities or projects concurrently, with a track record of on-time delivery
History of partnering with sales teams to support deal cycles and revenue growth
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
Ability to travel up to 45%