Principal, Partner Account Manager (Open)

About Workday 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. About the Team The Partner Management team is part of Workday’s Global Partner Organization. We play a vital role in driving Workday’s growth and customer success through our services partner ecosystem. We manage the full 360‑degree relationship with Workday’s Services Partners, including revenue contributions and growth, delivery quality, partner expansions, partner innovation, demand generation, and sourced opportunities. Our team works hand‑in‑hand with partners to build annual partner plans, conduct account mapping, and manage performance against targets throughout the year. We are a supportive, fast‑paced team that is energized by resolving challenges and finding creative ways to manage workload and priorities. About The Role As a Principal Partner Account Manager within the Global Partner Organization, you will lead outcome‑driven results and partner relationships with a portfolio of SI, Regional and Boutique Partners at Workday. This is an opportunity to shape how Workday grows through its partner ecosystem, ensuring our partner relationships are outstanding and differentiated. Working in concert with the Partner Sales, Partner Success, Sales and Services leadership teams, you will drive practice growth, solution identification, AI innovation, and go‑to‑market plans within North America, aligned to the Workday Sales and Services organizations. Your ability to develop and translate a business plan into results will be essential to helping Workday achieve its business objectives, drive new subscription revenue, and grow customer success. Responsibilities Managing the 360‑degree relationship with a portfolio of SI, Regional and Boutique Services Partners, including revenue contributions, delivery quality, escalations, and partner innovations Developing and executing annual partner plans, including account mapping and performance management against targets Driving practice growth and go‑to‑market plans aligned to Workday’s Sales and Services organizations within North America Identifying solutions and innovation opportunities within the partner ecosystem to support Workday’s product and services strategy Leading demand generation efforts and sourced opportunities through partner channels to drive new subscription revenue Collaborating cross‑functionally with Partner Sales, Partner Success, Sales and Services leadership to ensure unified execution and partner success Basic Qualifications (P5) Principal Partner Account Manager 8+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company 4+ years of experience developing and executing partner business plans that drive measurable revenue growth and customer success 4+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance Basic Qualifications (P4) Senior Partner Account Manager 6+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company 3+ years of experience developing and executing partner business plans that drive measurable revenue growth and customer success 3+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance Other Qualifications Relationship Building: Skilled at building sincere, meaningful connections with people across locations and backgrounds, with the ability to cultivate and maintain long‑term partnerships that drive mutual value Strategic Alliances: Experienced in creating and managing partnerships between organizations to achieve mutually beneficial goals, including identifying potential partners, negotiating terms of collaboration, and ensuring the partnership delivers expected value Go‑to‑Market Strategies: Proficient in planning and executing approaches to deliver solutions to the marketplace, including understanding customer needs, the partner landscape, and effective sales and marketing approaches Business Development: Experienced in identifying and implementing opportunities to increase organizational value through growth, including understanding market trends, building relationships with partners, and identifying new market opportunities Pipeline Development: Skilled in creating and managing a series of steps to convert prospects into customers, including understanding customer behavior, applying effective strategies, and optimizing the pipeline to improve conversion rates and revenue forecasting Strategic Thinking: Adept at generating and applying unique business insights to create opportunities for the organization, including understanding the current business landscape, identifying potential challenges, and developing long‑term plans to achieve them Emotional Intelligence: Ability to recognize, understand, and manage your own emotions and influence the emotions of others, fostering an environment of understanding and effective communication across partner and internal relationships Bias for Action: Comfortable making quick decisions and taking immediate action, even in the face of uncertainty, to accelerate timelines, improve response times, and foster a proactive and dynamic work culture Structured Thinking: Ability to organize and analyze information in a logical, systematic manner, breaking down complex partner challenges into manageable parts and developing clear plans to solve problems Prioritization: Skilled at evaluating proposals, projects, and resources to determine their relative importance and urgency, and deliver the greatest impact Sales: Understanding of the sales process, including promoting solutions, understanding customer needs, developing effective communication, and partnering with sales teams to close deals and grow revenue Teamwork: Ability to collaborate effectively with cross‑functional teams, contributing to a positive, productive team environment and working toward shared goals across Partner Sales, Partner Success, and Services organizations Excellent verbal and written communication skills Location: US Workday office with ability to travel within the country. Moderate Travel: 25% - 45% Workday Pay Transparency Statement Primary Location: USA.CA.San Francisco Base Pay Range: $170,400 USD - $255,600 USD Additional US Locations: $143,900 USD - $255,600 USD If performed in Colorado, the pay range is $151,500 - $227,300 USD. Our Approach to Flexible Work With Flex Work, we’re combining the best of both worlds: in‑person time and remote. We enable our teams to deepen connections, maintain a strong community, and do their best work. 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. Equal Opportunity Employer Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records. Posting End Date 06/23/2026 #J-18808-Ljbffr Workday