Sr. Partner Account Manager

About The Team

The Partner Management team is part of Workday's Global Partner Organization, and we play a vital role in driving Workday's growth and customer success through our services partner ecosystem. We manage the full 360-degree relationship with Workday's Services Partners, including revenue contributions and growth, delivery quality, partner expansions, partner innovation, demand generation, and sourced opportunities. Our team works hand-in-hand with partners to build annual partner plans, conduct account mapping, and manage performance against targets throughout the year. We are a supportive, fast-paced team that is energized by resolving challenges and finding creative ways to manage workload and priorities. If you enjoy building meaningful partnerships that directly impact business outcomes and customer success, this is a team where your contributions will be visible and valued.

About The Role

As a Principal Partner Account Manager within the Global Partner Organization, you will lead outcome-driven results and partner relationships with a portfolio of SI, Regional and Boutique Partners at Workday. This is an opportunity to shape how Workday grows through its partner ecosystem, ensuring our partner relationships are outstanding and differentiated. Working in concert with the Partner Sales, Partner Success, Sales and Services leadership teams, 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. Your ability to develop and translate a business plan into results will be essential to helping Workday achieve its business objectives, drive new subscription revenue, and grow customer success.

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%

Basic Qualifications

P4 – Sr. Partner Manager:

• 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

P5 – Principal Partner Account Manager:

• 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

Qualifications

• 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

Pay

Annualized base salary ranges vary based on work location. This role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. For the primary location (USA.CA.San Francisco), base pay range is $0 - $0 USD. Additional US location(s) range: $116,000 - $206,200 USD. If performed in Colorado: $122,200 - $183,300 USD. Compensation offers are based on multiple factors including geography, experience, skills, job duties, and business need. For more information regarding Workday's comprehensive benefits, please click here.

Schedule

With Flex Work, we combine in-person time and remote work. We spend at least half (50%) of our time each quarter in the office or in the field with customers, prospects, and partners (depending on role). This allows flexibility to create a schedule that caters to your business, team, and personal needs, while making the most of time spent together. Those in remote "home office" roles also have the opportunity to come together in our offices for important moments.