Principal Managing Partner

About The Team

Workday's Managing Partner practice focuses on stewarding subscribers of our Workday Success Plan offering in North America. We seek to serve our customers with relevant industry stories, practical ways to realize value from Workday's technology, and crafting peer networks for learning. We act like a start-up inside a larger organization constantly seeking new ways to help our customers be successful on their cloud journey.

About The Role

The Managing Partner in our Diversified Industries practice is responsible for the overall success of an assigned group of deploying and production customers. The role orchestrates the development and maintenance of executive relationships, takes accountability for the successful deployment of the Workday solution, positions additional value into a customer portfolio, ensures customers consume the components of their Success Plan, and encourages an effective reference motion. These outcomes are accomplished in collaboration with internal sales, consulting, and product teams. Success is measured on customer satisfaction, subscription revenue retention, and subscription revenue growth.

Responsibilities

• Collaborate with Account Executives and Service Executives to help position and sell or upsell Workday product, deployment, and postproduction services into your customer base and ensure they’re getting maximum value from the product.
• Have overall responsibility for the successful deployment of the Workday solution, driving adoption, guiding customers in the implementation of new features and products, and selling additional services to support their strategy.
• Participate in sales cycles to help support implementation-related activities for prospects that will become part of their portfolio.
• Drive customer self-sufficiency by ensuring customers understand how to engage with the Workday services organization.
• Partner with workmates to position additional value available through in-subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem.
• Participate in partner selection for non-Workday primed engagements.
• Guide large, partner-led accounts with global complexity such as M&A and divestitures.
• Create the strategic plan across the customer architecture serving on and actively participate in customer steering committee meetings and nurturing executive relationships.
• Provide direction and support to Workday and service partner project teams especially as it relates to scope, budget, timeline, and critical deployment issues; may act as the point of contact to facilitate and resolve escalated customer and/or project issues.
• Engage other service resources as necessary to support account planning and feature adoption strategies.
• Leverage customer relationships as needed for prospect references.

Requirements

• 10+ years’ experience deploying large, sophisticated Cloud SaaS ERP (HCM & Fins) solutions at a project and program manager level within the Diversified Industries arena.
• 2+ years direct experience with a cloud-native HR or Finance software (such as Workday, SuccessFactors, NetSuite, or a similar product) as an implementation leader, business function owner, hands-on configuration resource, or workmate.
• 8+ years of developing and maintaining C-level relationships resulting in successful partnerships and strategic alignment.
• Experience within the Diversified Industries customer base.
• Excellent stakeholder management skills, including the ability to identify key stakeholders, understand their needs, and effectively communicate and engage with them to build strong relationships and achieve organizational objectives.
• Ability to empower and lead a matrixed team of individuals at multiple levels within an organization.
• Ability to manage and prioritize multiple customers’ demands balancing customer satisfaction with revenue and profitability targets.
• Experience with core AI skills such as: AI Literacy and Critical Thinking, AI-Assisted Data Analysis, Workflow Automation, Prompt Engineering, and Ethical AI Judgment and Governance.
• Dedication to continuous improvement in the way we serve our customers.
• Proven ability to develop and implement effective account strategies focused on building strong client relationships, identifying growth opportunities, and driving customer retention and revenue.
• Strong customer insights skills, with the ability to analyze customer data, identify trends, and provide actionable recommendations to improve customer satisfaction and inform business strategies.
• Exceptional relationship management skills with a focus on building and maintaining strong relationships with clients, partners, and colleagues to foster collaboration, loyalty, and a positive work environment.
• Strong account planning skills, with the ability to analyze customer needs and develop targeted sales and marketing strategies to drive customer retention and revenue growth.
• Demonstrated credibility, built on honesty, expertise, and consistent communication to foster trust and confidence with stakeholders.
• Strong customer engagement skills, with a focus on building relationships, driving customer satisfaction, and utilizing effective communication strategies to increase retention and sales growth.
• Strong ability to identify and understand customer needs through market research, feedback analysis, and problem-solving to inform product development, marketing strategies, and customer service improvements.
• Ability to travel up to 50%.

Pay

The annualized base salary ranges for the primary location and any additional locations are listed below. 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.

• Primary Location: USA.TX.Frisco - $156,600 USD - $235,000 USD
• Additional US Location(s) - $148,900 USD - $264,400 USD

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 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.