Principal, Partner Account Manager (Open)

About the role

This role is a Principal Partner Account Manager within the Global Partner Organization at Workday. You will lead outcome-driven results and partner relationships with a portfolio of SI, Regional and Boutique Partners at Workday. You will drive practice growth, solution identification, AI innovation, and go-to-market plans within North America, aligned to the Workday Sales and Services organizations.

You will be responsible for:

• 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

Responsibilities

Manage the 360-degree relationship with a portfolio of SI, Regional and Boutique Services Partners, including revenue contributions, delivery quality, escalations, and partner innovations.

Develop and execute annual partner plans, including account mapping and performance management against targets.

Drive practice growth and go-to-market plans aligned to Workday's Sales and Services organizations within North America.

Identify solutions and innovation opportunities within the partner ecosystem to support Workday's product and services strategy.

Lead demand generation efforts and sourced opportunities through partner channels to drive new subscription revenue.

Collaborate cross-functionally with Partner Sales, Partner Success, Sales and Services leadership to ensure unified execution and partner success.

Requirements

Basic Qualifications (P5):

• Principal Partner Account Manager: 8+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company
• 4+ years of experience developing and executing partner business plans that drive measurable revenue growth and customer success
• 4+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance

Senior Partner Account Manager: 6+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company

• 3+ years of experience developing and executing partner business plans that drive measurable revenue growth and customer success
• 3+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance

Other Qualifications

• Relationship Building: Skilled at building sincere, meaningful connections with people across locations and backgrounds, with the ability to cultivate and maintain long-term partnerships that drive mutual value
• Strategic Alliances: Experienced in creating and managing partnerships between organizations to achieve mutually beneficial goals, including identifying potential partners, negotiating terms of collaboration, and ensuring the partnership delivers expected value
• Go-to-Market Strategies: Proficient in planning and executing approaches to deliver solutions to the marketplace, including understanding customer needs, the partner landscape, and effective sales and marketing approaches
• Business Development: Experienced in identifying and implementing opportunities to increase organizational value through growth, including understanding market trends, building relationships with partners, and identifying new market opportunities
• Pipeline Development: Skilled in creating and managing a series of steps to convert prospects into customers, including understanding customer behavior, applying effective strategies, and optimizing the pipeline to improve conversion rates and revenue forecasting
• Strategic Thinking: Adept at generating and applying unique business insights to create opportunities for the organization, including understanding the current business landscape, identifying potential challenges, and developing long-term plans to achieve them
• Emotional Intelligence: Ability to recognize, understand, and manage your own emotions and influence the emotions of others, fostering an environment of understanding and effective communication across partner and internal relationships
• Bias for Action: Comfortable making quick decisions and taking immediate action, even in the face of uncertainty, to accelerate timelines, improve response times, and foster a proactive and dynamic work culture
• Structured Thinking: Ability to organize and analyze information in a logical, systematic manner, breaking down complex partner challenges into manageable parts and developing clear plans to solve problems
• Prioritization: Skilled at evaluating proposals, projects, and resources to determine their relative importance and urgency, and deliver the greatest impact
• Sales: Understanding of the sales process, including promoting solutions, understanding customer needs, developing effective communication, and partnering with sales teams to close deals and grow revenue
• Teamwork: Ability to collaborate effectively with cross-functional teams, contributing to a positive, productive team environment and working toward shared goals across Partner Sales, Partner Success, and Services organizations
• Excellent verbal and written communication skills

Qualifications

• Basic Qualifications (P5): Principal Partner Account Manager 8+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company4+ year of experience developing and executing partner business plans that drive measurable revenue growth and customer success4+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance (P4) Senior Partner Account Manager 6+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company3+ year of experience developing and executing partner business plans that drive measurable revenue growth and customer success3+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance

Benefits

Workday offers a comprehensive benefits package that includes:

• Flexible Work: Combining the best of both worlds—flexible in-person time and remote work. Spend at least half (50%) of your time each quarter in the office or in the field with our customers, prospects, and partners (depending on role).
• Pay Transparency: 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.
• Recruiter Referral Program: If you are referred to one of our roles, ask your connection at Workday about our Employee Referral process!

Equal Opportunity Employer

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. At Workday, we are committed to providing an accessible and inclusive hiring experience where all candidates can fully demonstrate their skills.