Partner Strategy & Business Development

About The Team

It's fun to work in a company where people truly believe in what they're doing. In the Workday Global Partner Organization, we believe that partners are essential to delivering outstanding customer experiences and extraordinary business results. We are passionate about what our partners do for our customers, we work hard, we're serious about what we do, and we have fun doing it.

About The Role

The Partner Strategy and Growth team in the Global Partner Organization leads strategy, planning and business development for the partner business at Workday. We define and execute our strategy with leaders across the business; lead strategic partner relationships; and deliver sizable, net-new revenue growth with partners.

The Business Development and Go-to-Market Lead role for Strategic Partnerships focuses on generating net new business and revenue for our Partners and Workday. They define joint go-to-market plans, build joint value propositions and sales collateral, enable our field teams and run sales and digital campaigns with our Partners. This will result in sizable net new pipeline and deals for our Partners, and creating revenue share for Workday.

To be successful, the BD and GTM Lead:

• Identify prospect sales territories, generate leads with Workday field teams, quality those opportunities and co-sell with Strategic Partners.
• Develop new business strategies with our partners, and build and maintain long-term executive relationships.
• Use Workday software, data and the power of the Workday platform to build new lines of business with partners.
• Maintain an accurate and timely pipeline and forecast of partner prospects and revenue.

We are a scrappy team, passionate about our work with Partners, and excited by the impact we have. We are looking for a leader and Workmate who shares our values and is willing to have fun along the way.

Basic Qualifications

P4 Sr. Software Alliances Manager: 4+ years of experience with Business Development or selling technology solutions to business personas and / or C-suite as part of commercial organizations

P5 Principal, Software Alliances Director: 7+ years of experience with Business Development or selling technology solutions to business personas and / or C-suite as part of commercial organizations

Other Qualifications

• Experience managing Strategic Partners, co-selling with Partners
• Experience as a Seller and holding a quota
• Experience of managing 2-3 month sales cycles, including prospecting for a portion of opportunities
• Experience developing deep product expertise on new products and stays up to date with industry trends
• Experience with account planning and coordinating with internal stakeholders to create alignment
• Understanding of the strategic competitive landscape of the industry by staying up to date with trends and customer needs so you can effectively position Workday solutions within accounts
• Experience partnering with internal team members on account strategies for prospecting activities and territory management
• Excellent verbal and written communication skills

Pay

Primary Location (USA.CA.Pleasanton): $156,200 USD - $234,200 USD

Additional US Location(s): $131,800 USD - $234,200 USD

Colorado: $138,800 - $208,200 USD

Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants.

Schedule

With Flex Work, we're combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.