Senior Manager, Partner Sales, FSI, US ME & Canada

Your work days are brighter here.

Were obsessed with making hard work pay off for our people our customers and the world around us. As a Fortune 500 company and a leading AI platform for managing people money and agents were shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join youll feel it. Not just in the products we build but in how we show up for each other. Our culture is rooted in integrity empathy and shared enthusiasm. Were in this together tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether youre building smarter solutions supporting customers or creating a space where everyone belongs youll do meaningful work with Workmates whove got your return well give you the trust to take risks the tools to grow the skills to develop and the support of a company invested in you for the long haul. So if you want to inspire a brighter work day for everyone including yourself youve found a match in Workday and we hope to be a match for you too.

About the Team

About the Role

You will lead and develop a high-performing Partner Sales team to:

• Establish a team culture of collaboration accountability and performance excellence. Set clear expectations and KPIs with a strong emphasis on Sourced ACV.

• Coach mentor and develop Partner Sales Executives: Provide ongoing coaching feedback and professional development opportunities to team members. Conduct regular performance reviews and support individual growth plans. Ensure standard people management functions (e.g. performance reviews time off approvals) are completed diligently and on time.

• Oversee GTM execution and partner strategy: Direct and guide the teams execution of go-to-market (GTM) strategies with all partners. Ensure alignment between partner activities and Workdays overall sales objectives. Supervise and monitor the teams involvement in deal influencing and execution providing strategic guidance as needed.

• Manage joint GTM planning and execution: Collaborate with Partner Managers and sales leadership to develop and implement joint GTM plans. Ensure clear communication alignment and transparency between Workday and partner teams. Oversee the teams efforts to build strong relationships with partner contacts.

• Drive partner-sourced pipeline and win rates: Set targets and track team performance related to partner-sourced pipeline generation and win rates. Strategically allocate resources and provide support to maximize pipeline quality and conversion. Monitor and analyze pipeline performance data.

• Guide deal reviews and win strategies: Actively participate in key deal reviews with sales and services teams. Provide guidance and direction to the team on developing and executing winning strategies.

• Foster strong partner relationships: Guide the team in developing and maintaining strong strategic relationships with key contacts within partner organizations especially at the Global System Integrator client lead level. Support the team in building local GTM relationships within Workdays matrix organization.

• Support sales leadership and account executives: Direct team efforts in providing proactive support to Regional Vice Presidents Regional Sales Directors and Account Executives to optimize partner ecosystem engagement.

• Moderate Travel: 25-35%

About You

Basic Qualifications

• 7 years of professional experience in Partner Alliances with a SAAS or AI organization.

• 7 years of professional experience in Business Development or Sales Strategy for a Partner Alliances team

• 3 years working with GSIs

• 3 years experience leading a team

Other Qualifications

• Sales experience in the region direct and indirect in the space of HCM Financials and/or ERP and business applications working across enterprise and mid-market segments

• Proven results in working across matrixed organizations with complex team-based sales environments and able to influence sales organizations and partner GTM motions

• Cloud Technology Data Analytics API and platform experience and understanding

• Validated experience in delivering strong results in pipeline generation and bookings

• Ability to envision the future for our partners within their area of influence and share that vision broadly

• Industry experience especially in Financial Services Government Education Professional Services Healthcare Tech and Retail

• Ability to quickly grasp information across a variety of areas and build clear communications

• Outstanding verbal and written communication skills

• MBA a plus

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 candidates 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 Workdays comprehensive benefits please click here.

Additional Considerations:

Our Approach to Flexible Work

With Flex Work were 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 youll 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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