Strategic Technology Partner Development Manager
One Model
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
The Partner Innovation organization works within GPO (Global Partner Organization) and is focused on developing our software partner ecosystem and new solutions to better position Workday’s products. The GPO is driving a rapid and intentional change to adopt an open and modern ecosystem and implement a unified global partner strategy, with cross-functional engagement in programs, systems, processes and people.The Partner Innovation Organization defines and grows the software partner ecosystem for innovation on top of and integration with Workday Products and Technology. The partner account management team recruits and guides top tier software partnerships from ideation, integration to go-to-market. Partner account management works closely with partners and Workday sales to identify upsell and crosssell opportunities for Workday-certified partner solutions and in doing so help contribute incremental, partner-derived ACV to Workday’s top line growth.
About the Role
About the Role
The Strategic Technology Partner Development Manager owns Workday’s engagement with select strategic partners within the Workday Partner Program. This growing program includes over 300 software partners with plans to grow rapidly over the next several years. Workday is building a world-class partner program focused on revenue growth, positive business outcomes, and innovation. In this role, you will be responsible for defining, building, and driving strategies and partnerships for new and existing products. You will be pivotal in co-creating and delivering AI, Data, HCM, and Financial solutions in partnership with Workday’s most strategic technology partners. These partnerships may be based on existing partner programs and may also require the development and execution of new partnership models and related strategies. The role requires experience in working across industries, developing joint business plans with customers and/or partners, an understanding of the HCM and Finance ecosystems and buyers, strong communication and interpersonal skills, and the ability to collaborate successfully with cross-functional stakeholders to obtain partnership objectives.
Responsibilities include:
Build and grow a new strategic technology partnerships
Define new partner models, where appropriate, for the launch of new Workday + strategic partner product offerings
Negotiate/execute new partner models with strategic AI and data partners and manage and expand existing strategic partnership businesses
Develop relationships across product, industry, sales and services to identify and introduce the right partners and partner solutions into the right markets
Build relationships with executives, sales, and solutions leaders at partner organizations
Set strategic direction with partners with mutually defined business goals and measurable outcomes
Develop, implement, and manage annual business plans with regular reviews with executive stakeholders to ensure partnership objectives are met
About You
Basic Qualifications:
8+ years of strategic technology partnership experience at an Enterprise SaaS company, ideally focused on development of new partner business models.
8+ years of experience negotiating commercial deals with technology partners, including scaling such deals across multiple partners.
2+ years of partnership experience that leverages AI and Machine Learning.
Other Qualifications:
Demonstrated success working with product and technology leaders and contending with technical dependencies, both internal and external.
Thorough understanding of product partnership business and pricing models.
Proven ability to navigate technical requirements and workflows.
Prior experience in cultivating relationships with partners to deliver complex, multi-product solutions to customers
A bias for action capable of leading others with a balance of empathy and urgency
Strong relationship building skills, and excellent written and verbal communication skills
Adaptable and resilient with experience in a fast paced, quickly evolving environment
Collaborative, critical thinker with a methodical approach and organizational skills to manage opportunities concurrently
Operates with high integrity and produces consistently high-quality work product
Creates a fun, supportive, and collaborative environment for everyone on the team
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.CA.Pleasanton
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.
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