Principal, Partner Sales Executive - Accenture

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About the Team

The NA Partner GTM team is a goal oriented, outcome driven organization that is responsible for realizing maximum value/contribution across the Workday Economy. The team culture embraces Workday's Values, fostering connectivity, accountability and advancement.

About the Role

The successful candidate will be an outcome-oriented Go-to-Market Partner Executive that exclusively manages and grows our relationship with a single, designated Global System Integrator (Accenture) across all industries and segments in North America. This is an individual contributor role with significant impact, focused on deepening our partnership and accelerating joint business growth. You will be responsible for driving pipeline, increasing partner contribution to sales targets, and ensuring our GSI partnership flourishes throughout North America.

Key Responsibilities:

• Dedicated GSI Relationship Management: Serve as the primary Go-to-Market lead for a single, assigned GSI across all industries and segments within North America.
• North America GTM Strategy & Execution: Develop, implement, and execute comprehensive Go-to-Market plans for North America, ensuring alignment with the GSI's capabilities, our North America sales plan, and our overall partnership strategy.
• Industry & Segment Focus: Drive GTM initiatives tailored to specific industries and market segments (e.g., Mid-Market, LE, Majors), collaborating closely with the GSI's industry and segment leads.
• Segment Strategy & Execution: Determine and execute on specific segment strategies (SMB, Mid-Enterprise, Large Enterprise, Majors) to maximize joint market penetration and revenue.
• Account Mapping & Alignment: Proactively perform account mapping activities, aligning with the GSI's sales executives and account managers, as well as our internal Account Executives (AEs) and Net New AEs to identify and pursue joint opportunities.
• Pipeline Generation: Significantly increase the volume and quality of pipeline generated through the assigned GSI across all industries and segments in North America.
• Partner Contribution: Drive an increase in the percentage of partner-influenced and partner-sourced deals against sales targets for the assigned GSI.
• Enablement & Knowledge Gap Identification: Identify critical knowledge gaps within the GSI's organization regarding our solutions and capabilities, providing precise guidance to internal enablement resources for targeted training and support.
• Cross-Functional Collaboration: Navigate and collaborate effectively across a complex internal and external ecosystem, including:
  • Internal: Global Partners Organization, leadership, sales, marketing, product, security, legal, strategy, and other functional teams.
  • External (within GSI): Work across all levels and functions of the GSI's North America organization, from executive leadership to individual contributors in sales, delivery, and practice areas.

• Global Alignment: Maintain close alignment with GTM peers in EMEA and APAC, and with the Global GSI Managing Director who sets the overall strategic direction for the GSI partnership worldwide.

About You

Basic Qualifications

• 5+ years professional experience working for or collaborating with GSIs
• 3+ years working for, or in close collaboration with, Partnerships or Alliances with a global technology organization.
• 5+ years of professional experience in Business Development or Sales

Other Qualifications:

• Deep GSI Expertise: Proven expertise in understanding the GSI landscape, including their business models, organizational structures, go-to-market motions, and inherent complexities.
• GSI Navigation & Influence: Demonstrated ability to navigate large, complex GSI organizations, understand internal politics, build strong relationships at all levels, and effectively influence decision-makers.
• Go-to-Market Acumen: Strong experience in developing and executing successful go-to-market plans with partners, including joint value propositions, messaging, and sales plays.
• Cross-Functional Leadership: Exceptional collaboration skills with the ability to work effectively across internal (sales, marketing, product, legal) and external (GSI sales, delivery, practice) stakeholders.
• Strategic & Analytical Thinking: Ability to analyze market trends, identify opportunities, and translate strategic objectives into actionable plans.
• Communication & Presentation: Excellent written and verbal communication skills, with the ability to articulate complex concepts clearly and persuasively to diverse audiences.
• Results-Oriented: Proven track record of achieving and exceeding targets, with a focus on driving measurable business outcomes.
• Travel: Ability to travel as needed to meet with partners and internal teams.

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 click here.

Primary Location: USA.IL.ChicagoPrimary Location Base Pay Range: $159,000 USD - $238,500 USDAdditional US Location(s) Base Pay Range: $143,900 USD - $255,600 USD

Additional Considerations:

If performed in Colorado, the pay range for this job is $151,500 - $227,300 USD based on min and max pay range for that role if performed in CO.

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.

Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law.

Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, and cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law.

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