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

Workday is a Fortune 500 company and a leading AI platform for managing people, money, and agents. The Senior Manager Partner Sales will lead a team of Partner Sales Executives to drive joint business development with partners, focusing on delivering Partner Sourced ACV and collaborating across multiple internal functions to drive incremental revenue.

Responsibilities:

• 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%