Principal Managing Partner - Industry Capabilities

Your work days are brighter here.

We’re 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, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll 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. We’re 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 you’re building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll 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, you’ve found a match in Workday, and we hope to be a match for you too.

About the Team

Workday’s Managing Partner practice focuses on stewarding subscribers of our Workday Success Plan offering in North America. We seek to serve our customers with relevant industry stories, practical ways to realize value from Workday’s technology, and crafting peer networks for learning. We act like a start‑up inside a larger organization constantly seeking new ways to help our customers be successful on their cloud journey.

About the Role

As a Managing Partner within the Industry Capabilities group, you are responsible for the overall success of an assigned group of deploying and production customers. The role orchestrates the development and maintenance of executive relationships, takes accountability for the successful deployment of the Workday solution, positions additional value into a customer portfolio, ensures customers consume the components of their Success Plan, and encourages an effective reference motion. These outcomes are accomplished in collaboration with internal sales, consulting, and product teams.

Success is measured on customer satisfaction, subscription revenue retention, & subscription revenue growth.

• Collaborate with Account Executives and Service Executives to help position and sell or upsell Workday product, deployment, and post‑production services, into your customer base and ensure they’re getting maximum value from the product.

• Have overall responsibility for the successful deployment of the Workday solution, driving adoption, guiding customers in the implementation of new features and products and selling additional services to support their strategy.

• Participate in sales cycles to help support implementation related activities for prospects that will become part of their portfolio.

• Drive customer self‑sufficiency by ensuring customers understand how to engage with the Workday services organization.

• Partner with workmates to position additional value available through in‑subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem.

• Participate in partner selection for non‑Workday primed engagements.

• Guide large, partner‑led accounts with global complexity such as M&A and divestitures.

• Create the strategic plan across the customer architecture serving on and actively participate in customer steering committee meetings and nurturing executive relationships.

• Provide direction and support to Workday and service partner project teams especially as it relates to scope, budget, timeline, and critical deployment issues, may act as the point of contact to facilitate and resolve escalated customer and/or project issues.

• Engage other service resources as necessary to support account planning and feature adoption strategies.

• Leverage customer relationships as needed for prospect references.

About You

Basic Qualifications:

10+ years’ experience deploying large, sophisticated Cloud SaaS ERP (HCM & Fins) solutions at a project and program manager level within any of the following: Healthcare, Diversified Industries, State, Local, Federal Government, and FSI arenas.

2+ years direct experience with a cloud‑native HR or Finance software (such as Workday, SuccessFactors, NetSuite, or a similar product) as an implementation leader, business function owner, hands‑on configuration resource, or workmate.

8+ years of developing and maintaining C‑level relationships resulting in successful partnerships and strategic alignment.

Other Qualifications:

Excellent stakeholder management skills, including the ability to identify key stakeholders, understand their needs, and effectively communicate and engage with them to build strong relationships and achieve organizational objectives, are vital.

Ability to empower and lead a matrixed team of individuals at multiple levels within an organization.

Ability to manage and prioritize multiple customers’ demands balancing customer satisfaction with revenue and profitability targets.

Have a dedication to continuous improvement in the way we serve our customers.

Proven ability to develop and implement effective account strategies focused on building strong client relationships, identifying growth opportunities, and driving customer retention and revenue, is essential.

Strong customer insights skills, with the ability to analyze customer data, identify trends, and provide actionable recommendations to improve customer satisfaction and inform business strategies, are highly valued.

Exceptional relationship management skills are crucial, with a focus on building and maintaining strong relationships with clients, partners, and colleagues to foster collaboration, loyalty, and a positive work environment.

Ability to travel 30%

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, please read the benefits guide.

Primary Location: USA.NY.New York City

Primary Location Base Pay Range: $176,200 USD - $264,400 USD

Additional US Location(s) Base Pay Range: $148,900 USD - $264,400 USD

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.

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

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