Senior Partner Executive
vor 7 Monaten
Your work days are brighter here.
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.
About the Team
The Global Partners Organization (GPO) is passionate about developing partnerships that accelerate innovation and growth with Industry differentiation, expanded reach, and customer success. This is an outstanding opportunity to be part of the team that is driving a rapid and global change of paradigm, to embrace a modern ecosystem and implement a unified and global partner strategy with local flavour, with cross-functional engagement in programs, systems, processes, and people. The team’s mission is to deliver winning partner engagements focused on time, scale, and route to market, aligned to our operational goals and core values.
About the Role
This role requires strong partner and/or sales experience, managing campaigns and sales plays, GTM and industry expertise, executive presence and strong communication and organisational skills.
They will serve as an intermediary between Workday account teams and the (local) GSIs & boutique partner management teams, Advisors, Channels and Software partners, as well as the overall ecosystem.
Individual Responsibilities
Sales
- Develop net new incremental pipeline by promoting and identifying net new partner sourced opportunities.
- Drive GTM execution with all our partners in the field, from pipeline generation to deal influencing, getting involved in deal execution.
- Drive and take accountability for partner joint GTM execution, connect Partner Account Managers to Workday Sales when needed. Drive alignment and transparency, build relationships, and jointly align plans and targets at a detailed level.
- Identify, develop, promote, and manage referral and co-sell partners for your region.
- Increase pipeline win rates by identifying, matching, and engaging the right partners on key opportunities based on capabilities.
- Collaborate with Partner Managers & Partner Marketing on joint marketing and demand generation activities.
- Engage with the sales and services teams on deal reviews and win strategy.
- Align & manage deployment strategy, specifically between WD professional services, sales, and partners.
Relationship Management
- Align with Partner Managers to identify key partners for specific industries and segments within the territory, develop relationships beyond the Workday Practices of our Services Partners, preferably at Client Account Lead level.
- Build local GTM relationships in a matrixed organisation across Workday and partners, focusing on key business metrics (sourced pipeline).
- Proactively help and support Regional Vice Presidents, Regional Sales Directors and Account Executives to get the best performance and collaboration out of the partner ecosystem.
Expertise
- Understanding of the buying centre and solution strategy for Workday.
- Deep knowledge of the partner ecosystem within the region, including partners which should be added.
- Experience in executing key partner programmes to source pipeline and influence revenue.
- Understanding of partner value propositions and how to integrate these into sales campaigns and facilitate solution selling with partners.
- Ability to navigate change and uncertainty.
- Proactive and solution-oriented attitude
Operations
- Show operational excellence:
- Maintain Salesforce opportunity fields related to partners, as well as the Partner Relationship Management system (PRM).
- Actively participate in sales cadences with both the direct sales organisation and partner GTM/GPO leadership.
- Monitor KPI (Key Performance Indicators), dashboards, metrics, and reports to lead and drive the execution of partner strategy.
- Maintain and keep up to date on partner compliance processes and systems.
Key Skills Requirements
- Sales engagement and opportunity identification experience.
- Experience cultivating mutually beneficial relationships with customers and partners.
- Prospecting and identifying new opportunities.
- Familiarity with technology partner ecosystems.
Collaborat
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