Senior Manager, Partner Sales, FSI, US ME & Canada

Your work days are brighter here.

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. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About the Team

As a leader in Workday’s Global Partner Organization, the Senior Manager Partner Sales US ME, FSI & Canada will lead a team of Partner Sales Executives focused on joint business development with our Partners, aligned to the Workday sales organization, with a concentrated focus on delivering Partner Sourced ACV. In addition to working with our Partners, the Senior Manager Partner Sales will work across multiple internal functions, including (but not limited to) sales, services, marketing, pre-sales, value management, legal, and industry to drive incremental revenue for Workday, including via our strategic technology partnerships..

About the Role

You will lead and develop a high-performing Partner Sales team to: 

• Establish a team culture of collaboration, accountability, and performance excellence. Set clear expectations and KPIs, with a strong emphasis on Sourced ACV.

• Coach, mentor, and develop Partner Sales Executives: Provide ongoing coaching, feedback, and professional development opportunities to team members. Conduct regular performance reviews and support individual growth plans. Ensure standard people management functions (e.g., performance reviews, time off approvals) are completed diligently and on time.

• Oversee GTM execution and partner strategy: Direct and guide the team's execution of go-to-market (GTM) strategies with all partners. Ensure alignment between partner activities and Workday's overall sales objectives. Supervise and monitor the team’s involvement in deal influencing and execution, providing strategic guidance as needed.

• Manage joint GTM planning and execution: Collaborate with Partner Managers and sales leadership to develop and implement joint GTM plans. Ensure clear communication, alignment, and transparency between Workday and partner teams. Oversee the team's efforts to build strong relationships with partner contacts.

• Drive partner-sourced pipeline and win rates: Set targets and track team performance related to partner-sourced pipeline generation and win rates. Strategically allocate resources and provide support to maximize pipeline quality and conversion. Monitor and analyze pipeline performance data.

• Guide deal reviews and win strategies: Actively participate in key deal reviews with sales and services teams. Provide guidance and direction to the team on developing and executing winning strategies.

• Foster strong partner relationships: Guide the team in developing and maintaining strong, strategic relationships with key contacts within partner organizations, especially at the Global System Integrator client lead level. Support the team in building local GTM relationships within Workday's matrix organization.

• Support sales leadership and account executives: Direct team efforts in providing proactive support to Regional Vice Presidents, Regional Sales Directors, and Account Executives to optimize partner ecosystem engagement.

• Moderate Travel: 25-35%

About You

Basic Qualifications

• 7+ years of professional experience in Partner Alliances with a SAAS or AI  organization.

• 7+ years of professional experience in Business Development or Sales Strategy for a Partner Alliances team

• 3+ years working with GSIs

• 3+ years experience leading a team

Other Qualifications​

• Sales experience in the region, direct and indirect, in the space of HCM, Financials, and/or ERP and business applications, working across enterprise and mid-market segments

• Proven results in working across matrixed organizations, with complex team-based sales environments, and able to influence sales organizations and partner GTM motions

• Cloud Technology, Data, Analytics, API, and platform experience and understanding

• Validated experience in delivering strong results in pipeline generation and bookings

• Ability to envision the future for our partners within their area of influence and share that vision broadly

• Industry experience, especially in Financial Services, Government, Education, Professional Services, Healthcare, Tech, and Retail

• Ability to quickly grasp information across a variety of areas and build clear communications

• Outstanding verbal and written communication skills

• MBA, a plus

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 in Canada, please click here. For more information regarding Workday’s comprehensive benefits in the US, please click here.

Primary Location: USA.CA.Pleasanton

Primary Location Base Pay Range: $170,200 USD - $255,300 USD

Additional CAN Location(s) Base Pay Range: $ - $ CAD

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.

At Workday, we are committed to providing an accessible and inclusive hiring experience where all candidates can fully demonstrate their skills. If you require assistance or an accommodation at any point, please email [email protected].

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