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.

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About the Team

This incredible opportunity is focused on leading our partner sales team across our North & Emerging business in EMEA, aligning to the Workday sales organisation at Group VP level.

This leadership role requires working across multiple senior leaders at Workday, our Partners and our Customers, building relationships, trust and understanding of the shared business agenda. Key relationships are required with the sales leadership team, the partner leadership team, and Workday’s Senior Management Team, which includes functional leadership in marketing, sales operations, customer experience, legal, products & technology, presales, and revenue operations.

Collaboration with leadership in the Global Partners Organisation will also be critical to deliver a holistic global partners message to sales and the partner community. This leadership role is highly visible and requires demonstration of leadership beyond the immediate span of control at senior executive level

About the Role

The partner sales director will be responsible for representing the Global Partners Organisation to the EMEA North and Emerging region, which comprises of the Nordics region, the BeNeLux region, South Africa and future markets.

This partner sales leadership role requires strong understanding of the partner ecosystem, how to monetise its capacity and how to benefit from its capabilities; the role requires understanding of how to continuously help the ecosystem evolve, how to go to market with the right levers and incentives to help our partners drive net new revenue for Workday, how to develop and create new joint opportunities, and how to attain quota & target through programmes and solution selling; in summary, how to work with our ecosystem from pipeline creation through to ACV/quota delivery, and all the steps in between.

The leader will develop solid executable plans across all regions in our North & Emerging business, to drive closer collaboration between our partners and our sales organisation, with the objective of adding pipeline, increasing the penetration of Workday in deals, exerting a higher degree of influence over key deals and as a result, substantially and materially positively impacting Workday’s sales business.

The role requires understanding of Workday’s product and GTM strategy, as well as that of our competitors’.  At its core, this role’s objective is to leverage/activate the Workday ecosystem in order to develop significant pipeline contribution to the sales organisation, and to ACV/target attainment through Workday’s ecosystem of partners.

The role, reporting to our Group Vice-President of Partner Sales, is an essential part of the sales leadership team for EMEA North and Emerging.

Key Objectives:

Increase presentation rates and influence with our partner ecosystem;

Create, drive, accelerate plans across all key regions, industries and verticals

Drive the execution of the GTM plans with all our partners in the field, from pipeline origination to deal execution.

Enable partners solutions in our sales cycles to increase selection and conversion, amplify reach and advocate brand.

Drive partner joint GTM execution. Connect partner account leads to Workday Sales, building alignment, transparency, relationships and joint agreement on plans and targets at a detailed level.

Partner and Customer success. Work closely with services partner managers and Workday professional services to manage partner project escalations to unblock sales and ensure customer success.

Responsibilities:

Leadership and Management:

Attract, hire, manage and retain the best talent in the industry for Workday. Nurture and pipeline new talent internally and externally, and prepare succession.

Proactively help, coach and support sales Group, Area, Regional VPs and Regional Sales Directors as well as account executives to get the best performance out of the partner ecosystem.

Actively manage, coach, guide, support, and lead by example a team of Partner Sales Executive across the region.

Work across the Partners leadership team, including Channels, Software/Innovation, Partner Management and Partner Operations to ensure alignment and execution.

Collaborate with our Customer Experience Organisation on partner primes, partner capacity, partner education and certification, and contracting when necessary.

Model, live and manage to the Workday Culture and our Value, Integrity, Belonging and Equity (VIBE) values.

Develop our partner sales executives towards higher levels of performance, and help them build development plans to grow in Workday.

Operational Results:

Deliver target % sourced ACV pipeline at specified sales stages

Deliver target $ ACV revenue

Understand the Sales objectives across all go to market motions, and build a comprehensive and detailed partner plan for each individual business segment, industry/vertical at Group VP level, mapping it to joint plans with partners.

Operational execution from a partners perspective for forecasting, pipeline management, and deal execution across all phases of the sales process.

Participate with your GVP in weekly forecast calls, led by the EMEA President.

Business Development:

Develop strategies to create new business opportunities and pipeline.

Develop joint partner sales plays and sales campaigns;

Strongly drive new market entry for Workday organic and acquired products, including Financials.

Connect with C-suite decision makers across all partner types, in particular Systems Integrators, strategic advisories, prospects and customers and nurture critical and new relationships.

Identify/address/manage significant boulders impacting business performance.

About You

Basic Qualifications/Skills:

Proven track record in creating and executing complex plans with partners, sales, operations, start to finish, with a track record of successful revenue attainment.Experience with GTM motions including selling to and through partners, co-selling/re-selling.

Sales leadership experience in EMEA, direct and indirect, and preferably in the space of HCM and/or ERP and business applications, working across enterprise and mid-market segments.

Ecosystem, Alliance, and/or Channel leadership experience in EMEA delivering strong results in pipeline and bookings.

Demonstrable results in working across matrixed organisations, within complex team-based sales environments, and able to influence sales organisations, and partner GTM motions.

Experience working across different geographies/cultures, deploying challenging change programmes

Other Qualifications/Skills:

Industry experience, particularly in Financial Services, public sector, education, professional services, retail and hospitality and high tech.Business process and workflow experience in Finance and HR systems.Cloud Technology, Data, Analytics, API and platform experience and understanding.

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.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!