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
Workday Japanは、お客様のビジネス成長を推進し、意義のあるビジネス成果を提供するためのダイナミックなパートナーエコシステムを構築しています。Japan Partner Sales Executiveは、パートナーマネジメントとパートナーセールスの両方の役割を兼ねており、Workdayのサービスおよびセールスパートナーとの戦略的な関係を構築・管理し、パートナーとWorkdayのビジョン、目標を結びつける上で重要な役割を担います。Workday Japan is building a dynamic partner ecosystem designed to drive revenue growth and deliver significant business outcomes. The Japan Partner Sales Executive incorporates both Partner Management and Partner Sales functions and is instrumental in cultivating and leading strategic relationships with Workday’s Services and Sales partners, ensuring they align with Workday’s vision and objectives.
About the Role
Japan Partner Sales Executiveとして、パートナーと協力して共同ビジネスプランの策定、主要な目標の定義、パイプラインの生成、販売目標を達成するためのGo-To-Market(GTM)イニシアチブを推進します。パートナーおよび社内関係者から信頼されるトラステッド・アドバイザーとして、共同パイプラインを構築し、複雑な販売サイクルを調整し、共同販売やリセールの機会を増やすことで、Workdayとパートナー双方の長期的な成功を実現します。この役割には、戦略的思考、卓越した関係構築スキル、日本のエンタープライズソフトウェア市場に関する深い理解、そして迅速かつ協力的な環境で成果を上げる能力が求められます。
As the Japan Partner Sales Executive, you will collaborate with partners to build joint business plans, define key objectives, and drive go-to-market initiatives that generate pipeline and achieve sales attainment goals. By serving as a trusted advisor to both partners and internal stakeholders, you will help build joint pipelines, navigate complex sales cycles, develop co-selling and resale opportunities, and ensure long-term success for both Workday and our partners. This role requires a strategic problem solver with exceptional relationship-building skills, an understanding of the Japanese Enterprise software market, and the ability to deliver impactful results in a fast-paced, collaborative environment.
Key Responsibilities / 主な責任範囲
戦略的パートナーマネジメント
パートナー組織内の経営幹部レベルの関係を構築し、スポンサーシップ、信頼、Workdayの長期目標との整合性を確立する。パートナーと協力して共同ビジネスプランおよびGTMプランを策定し、明確な目標と測定可能な成果を設定する。四半期または半期ごとにパートナーとのビジネスレビューを実施し、GTMプランの進捗を評価、改善点を特定し、パートナーシップ目標との整合性を確保する。Workday Japanの成長戦略成功に向けて必要なセールスおよびサービスパートナーを特定後、価値訴求を実施しパートナー契約を締結し、パートナーエコシステムを拡大する。セールス推進と実行
パートナー主導のパイプラインを推進し、年間契約額（ACV）およびパイプラインの目標を達成する。パートナー活動を地域の販売優先事項に整合させ、セールスリーダーシップとの円滑な連携を確保する。パートナーとの共同販売およびリセールの動きを管理し、共同での案件実行や販売プロセス全体での整合性を確保する。パイプライン予測と管理を実施し、透明性、正確性、責任を確保する。Workday Japanのマーケティングチームと連携し、Workdayソリューションの認知度と需要を高める地域キャンペーンを実施する。リーダーシップと事業開発
パートナー主導の販売戦略やキャンペーンを設計・実施し、効果的にパイプラインを生成し案件を成立させる。社内のセールスチームのコーチやアドバイザーとして活動し、パートナーエコシステムのビジネス成果への影響を最大化する。パートナーおよび顧客イベントでWorkdayを代表し、経営幹部レベルの関係を構築し、Workdayの市場での存在感を向上させる。戦略を継続的に分析および改善し、ビジネスへの影響を最適化するとともに、Workdayの競争環境との整合性を維持する。Strategic Partner Management
Cultivate executive-level relationships within partner organizations to establish sponsorship, trust, and alignment with Workday’s long-term objectives.Develop and execute joint business and go-to-market (GTM) plans with partners, setting clear goals and measurable outcomes.Conduct quarterly or semi-annual business reviews with partners to assess the progress of go-to-market (GTM) plan execution, identify areas for improvement, and ensure alignment with partnership goals.Expand the partner ecosystem by identifying and onboarding high-impact sales and services partners aligned with Workday Japan’s growth strategy.Sales Enablement & Execution
Drive partner-sourced pipeline to meet and exceed annual contract value (ACV) and sourced/closed sales targets.Align partner activities with regional sales priorities, ensuring seamless collaboration with sales leadership.Lead co-selling and resale motions with partners, including joint deal execution and alignment across all phases of the sales process.Participate in pipeline forecasting and management to ensure transparency, accuracy, and accountability.Collaborate with the Japan marketing teams to implement regional campaigns that drive awareness and demand for Workday solutions.Leadership & Business Development
Design and implement partner-driven sales strategies and campaigns to generate pipeline and close deals effectively.Act as a coach and advisor to internal sales teams, increasing the impact of the partner ecosystem on business outcomes.Represent Workday at partner and customer events, building relationships with C-level stakeholders and enhancing Workday’s market presence.Continuously analyze and refine strategies to optimize business impact and maintain alignment with Workday’s competitive landscape.About You
About You / 応募資格
必須資格
エンタープライズソフトウェア企業での5年以上の経験。パートナー販売プログラムを管理および活用し、収益成長を推進し、販売目標を達成した実績があること。望ましい資格
日本のHCMおよびFinancials ERP市場に関する深い知識（影響力のあるパートナー、市場のダイナミクス、競争要因を含む）。パートナーと共同ビジネスプランやキャンペーンを構築・実行し、測定可能なパイプラインおよび収益成果を達成した実績。卓越した関係構築スキルとコミュニケーション能力があり、Cレベルのステークホルダーとの既存のネットワークがあれば尚良し。迅速でダイナミックな環境で複数の優先事項をバランスよく管理し、協力的かつ成果志向のアプローチで働ける能力。ビジネスレベルの英語スキルがあれば尚良し。Basic Qualifications
5+ years of experience at an Enterprise Software organization.Proven experience in managing complex partner sales programs with a demonstrated track record of driving revenue growth and achieving sales targets.Preferred Qualifications
In-depth knowledge of the Japanese HCM and Financials ERP market, including influential partners, dynamics, and competitive influences.Proven ability to build and execute joint business plans and campaigns with partners to deliver measurable pipeline and revenue outcomes.Exceptional relationship-building and communication skills, with an existing network of C-level stakeholders highly desired.Ability to thrive in a fast-paced, dynamic environment, balancing multiple priorities with a collaborative and results-driven approach.Business-level English proficiency is preferred but not required.
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!