Sr. Manager, North America Channels

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About the Team

The Workday Global Channels & Initiatives organization is responsible for driving indirect pipeline and revenue from our partner ecosystem.

About the Role

We are seeking a talented, highly motivated and results focused Channel Leader to expand Workday’s Partner ecosystem within the US Education & Government sector. This is a senior position and will require a strong background in both strategy and execution along with a desire to build partner and customer success through cross-functional GTM motions.

This individual will lead the E&G Channel from strategy development through to execution.  The leader will be responsible for key activities recruiting and onboarding Channel partners, establishing resell agreements, and driving alignment between our field teams and our partners.

The candidate will also collaborate cross functionally to ensure alignment in our joint GTM motions. This includes teams such as Product, Marketing, Finance, Legal, Sales, Alliances, and People teams. If you have a stellar track record of success leading Partnerships in the HCM and/or ERP saas space in Education & Government sector, are a self-starter, and love working in a dynamic environment, then Workday is the place for you. 

Roles & Responsibilities:

• Own the development and execution of our Education & Government channel program 

• Identify new partnership opportunities across reseller and distribution partners

• Develop a plan to enhance these partnerships and accelerate new business acquisition by truly understanding the sweet spot of each partner and then developing relationships and business plans accordingly

• Enable and/or support the development of new initiatives in cooperation with Marketing, Sales, Product Management, Partners and other internal teams to drive new monetization.

• Establish and maintain critical relationships within existing and/or prospective partners with specific emphasis toward growing Education & Government business

• Represent the interests of the assigned partners to drive engagement and focus internally 

• Be accountable for the channel sales target 

• Ensure ‘Customer First’ type of thinking for all partner planning.

• Ensure commitment from the partners for revenue goals, pipeline development, focus and capabilities critical for GTM and customer success

About You

Basic Qualifications:

• 4+ years of previous software sales including channel/business development and understanding of Education and Government partnerships and Resellers
• 3+ years of experience in selling offerings in HCM and/or ERP solutions

Other Qualifications:

• Bachelor’s degree or higher
• Desire and ability to drive success in a high-growth environment
• Demonstrates independence in action, decision making, goal oriented and driven
• Creative thinker able to develop new GTM motions and deliver change
• Motivated, confident, self-sufficient and able to contribute from day one
• A ‘Hands on’ approach
• Exceptional leadership skills
• Well organized and consistently meets commitments
• Outstanding interpersonal, communication, problem solving, diplomacy and influencing skills
• Ability and flexibility for travel as needed – approximately 25% travel

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.