Sr. Principal Partner Manager - Global System Integrators

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At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That’s why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don’t need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here.

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About the Team

Location: Global (Remote, with significant travel)
Workday is seeking an accomplished and highly strategic Senior Principal, Global Partner Account Manager to champion and drive our critical partnership with a world-class Global System Integrator (GSI). This role is pivotal in defining and driving the overarching global strategy for this partnership, ensuring its continued success and expansion.
This is an individual contributor position requiring a seasoned professional with exceptional leadership, influence, and a comprehensive understanding of sophisticated GSI ecosystems. The ideal candidate will operate with a high degree of autonomy, navigating intricate organizational structures and engaging with executive partners across both Workday and the GSI to achieve high-reaching goals.

About the Role

Key Responsibilities:

• Global Strategic Leadership: Design, develop, and implement the comprehensive global strategy for the Workday-GSI partnership, ensuring alignment with Workday's strategic priorities and improving joint value creation.

• Executive-Level Engagement: Cultivate and further deep, believing relationships with senior executives, including C-suite and functional leaders, within both Workday and the GSI worldwide. Serve as the point of contact and advisor for the partnership.

• Cross-Functional Orchestration: Masterfully navigate and influence areas within the Global Partners Organization, such as Partner Sales, Partner Innovation, and Partner Strategy, as well as outside GPO in Sales, Marketing, Product & Technology, Finance, Legal, CX and Strategy to ensure cohesive execution of the GSI partnership strategy. Effectively lead initiatives and drive outcomes without direct reporting lines.

• Partnership Growth & Innovation: Identify, pursue, and support Partner Sales to close new business opportunities stemming from the partnership. Collaborate with the GSI to co-develop innovative solutions, expand market reach, and enhance the joint value proposition for customers.

• Operational Excellence & Performance: Drive operational rigor within the partnership, including joint planning, pipeline management, performance tracking, and regular business reviews. Ensure accountability and transparent communication of partnership health and progress.

• Complex Problem Solving: Proactively address and mitigate any challenges, conflicts, or roadblocks that may arise within the partnership, employing strong analytical and negotiation skills to achieve mutually advantageous resolutions.

• Market & Competitive Intelligence: Maintain an acute awareness of industry trends, the competitive landscape, and the GSI’s strategic evolution to identify and capitalize on new avenues for partnership development and growth.

• Extensive Global Travel: Dedicate significant time (50%+) to global travel to develop in-person relationships, participate in key meetings, and ensure effective strategic alignment across both organizations.

About You

Basic Qualifications:

• 15+ years of experience in strategic alliance management, partner account management, or business development roles within the enterprise software sector, with a proven track record of managing Global System Integrator partnerships.

• Demonstrated success in defining, owning, and driving global partnership strategies with top-tier consulting firms (e.g., PwC, Accenture, Deloitte, EY, KPMG).

• Exceptional ability to thrive and deliver results within a highly matrixed organizational environment, demonstrating strong influencing skills without direct authority.

• Superior interpersonal skills, both written and verbal, with the ability to distill complex information into concise and compelling executive-level communications and presentations.

• Unquestionable executive presence and the gravitas to build credibility and cultivate trust with senior leaders across functional areas and geographies.

• A proven track record to work independently with oversight, demonstrating initiative, accountability, and a proactive approach to partnership management.

• Deep understanding of GSI business models, their structures, and how to effectively drive success within these sophisticated partnerships.

Other Qualifications:

• Strategic Vision: Ability to conceptualize and articulate a clear, compelling global strategy for the partnership.

• Influential Leadership: Demonstrated capacity to lead and empower teams and executive partners without direct managerial authority.

• Global Perspective: Understanding of diverse cultural and business nuances in a global context.

• Relationship Management: Strong ability to build, maintain, and leverage executive relationships.

• Execution Excellence: Consistent track record of translating strategy into tangible results.

Workday Pay Transparency Statement

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. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits in Canada, please click here. For more information regarding Workday’s comprehensive benefits in the US, please click here.

Primary Location: USA.CA.Pleasanton

Primary Location Base Pay Range: $211,200 USD - $316,800 USD

Additional CAN Location(s) Base Pay Range: $ - $ CAD

Our Approach to Flexible Work
 

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.

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Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

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