Principal Managing Partner

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 Principal Managing Partner is a trusted advisor and executive liaison, dedicated to cultivating deep and long term relationships with Workday's most strategic clients.

This role orchestrates a unified, cross-functional approach to deliver outstanding, differentiated customer experiences and ensure long-term partnership success.

About the Role

The individual will lead and coordinate Workday’s efforts across all lines of business (Sales, Pre-Sales, Services, Marketing, Product Management) orchestrating all Workday parties around a single, clearly articulated, three-year account/opportunity strategy
To achieve success, this professional will ensure three critical elements are in place:
A customer validated multi-year engagement roadmap Account & Opportunity Strategy Annual PlanThis person will assist in all phases of the life cycle (pre-sales, initial deployment and production) executing against the agreed governance model, which includes assigned Executive Sponsors at each phase.They will be measured by growth in Sales and Services revenues, renewal rates, SKU attachment including Financials, and customer happiness. The targets and priorities are set with the Services and Sales Global and Regional Vice Presidents.What You'll Be Doing-
- Nurture C-level Relationships: Foster strong, authentic connections with key C-level executives, understanding their strategic vision and encouraging trust.
- Champion Customer Success: Serve as the primary advocate for customer needs, proactively identifying and addressing challenges to ensure their success.
- Drive Strategic Alignment: Collaborate with the customer and internal teams to develop and implement a multi-year strategic roadmap that aligns with their business objectives and improves Workday's value proposition.
- Orchestrate Cross-Functional Collaboration: Lead a unified approach across Sales, Services, Product, and Marketing, ensuring flawless communication and a cohesive customer experience.
- Facilitate Executive Engagement: Arrange and participate in executive-level interactions, encouraging open dialogue and strategic alignment.
- Uncover Growth Opportunities: Proactively identify expansion opportunities by deeply understanding the client's evolving needs and showcasing Workday's solutions.
- Champion Innovation: Collaborate with Product teams to explore innovative solutions and incorporate client feedback into Workday's product roadmap.
- Ensure Operational Excellence: Coordinate the seamless execution of ongoing engagements, ensuring high-quality service delivery and customer happiness.
Key Objectives-
- Cultivate deep and enduring relationships with C-level executives and their direct reports at key accounts.
- Craft and implement strategic roadmaps that drive customer success and Workday growth.
- Foster a culture of proactive customer advocacy and outstanding service delivery.
- Expand Workday's footprint within accounts through strategic upsell and cross-sell opportunities.
- Position Workday as a trusted strategic partner and innovation collaborator.
- Drive customer self-sufficiency by ensuring a customer understands how to engage with our Customer Experience organization and use the features of their Workday Success Plan
- Engage the appropriate workmates to support account planning and feature adoption strategies

About You

Basic Qualifications- 8+ years’ experience of large account management, leading both account and delivery teams for software vendors or global SIs.- 5+ years of experience in consulting or professional services, preferably with enterprise software solutions.- Proven track record of building and maintaining strong C-level relationships.

Other Qualifications- Demonstrated success in driving customer happiness and achieving revenue growth.- Ability to articulate sophisticated ideas clearly and persuasively.- Ability to handle / prioritise multiple customer demands balancing customer happiness