About the Team
The Principal Managing Partner is a trusted advisor and executive liaison, dedicated to cultivating deep and long‑term relationships with Workday’s most strategic clients.
About the Role
The individual will lead and coordinate Workday’s efforts across all lines of business (Sales, Pre‑Sales, Services, Marketing, Product Management) orchestrating all Workday parties around a single, clearly articulated, three‑year account/opportunity strategy.
To achieve success, this professional will ensure three critical elements are in place: a customer‑validated multi‑year engagement roadmap, account & opportunity strategy, and annual plan; and will assist in all phases of the life cycle (pre‑sales, initial deployment, production) executing against the agreed governance model, which includes assigned Executive Sponsors at each phase.
What You’ll Be Doing
- Nurture C‑level Relationships: Foster strong, authentic connections with key C‑level executives, understanding their strategic vision and encouraging trust.
- Champion Customer Success: Serve as the primary advocate for customer needs, proactively identifying and addressing challenges to ensure their success.
- Drive Strategic Alignment: Collaborate with the customer and internal teams to develop and implement a multi‑year strategic roadmap that aligns with their business objectives and improves Workday’s value proposition.
- Orchestrate Cross‑Functional Collaboration: Lead a unified approach across Sales, Services, Product, and Marketing, ensuring flawless communication and a cohesive customer experience.
- Facilitate Executive Engagement: Arrange and participate in executive‑level interactions, encouraging open dialogue and strategic alignment.
- Uncover Growth Opportunities: Proactively identify expansion opportunities by deeply understanding the client’s evolving needs and showcasing Workday’s solutions.
- Champion Innovation: Collaborate with Product teams to explore innovative solutions and incorporate client feedback into Workday’s product roadmap.
- Ensure Operational Excellence: Coordinate the seamless execution of ongoing engagements, ensuring high‑quality service delivery and customer happiness.
Key Objectives
- Cultivate deep and enduring relationships with C‑level executives and their direct reports at key accounts.
- Craft and implement strategic roadmaps that drive customer success and Workday growth.
- Foster a culture of proactive customer advocacy and outstanding service delivery.
- Expand Workday’s footprint within accounts through strategic upsell and cross‑sell opportunities.
- Position Workday as a trusted strategic partner and innovation collaborator.
- Drive customer self‑sufficiency by ensuring a customer understands how to engage with our Customer Experience organization and use the features of their Workday Success Plan.
- Engage the appropriate workmates to support account planning and feature adoption strategies.
About You
Basic Qualifications
- 8+ years’ experience of large account management, leading both account and delivery teams for software vendors or global SIs.
- 5+ years of experience in consulting or professional services, preferably with enterprise software solutions.
- Corporate Financial accounting experience or equivalent qualifications in Finance & Accounting.
- Proven track record of building and maintaining strong C‑level relationships.
Other Qualifications
- Deep understanding of digital transformation agendas and experience working on large‑scale technology implementations.
- Demonstrated success in driving customer happiness and achieving revenue growth.
- Ability to articulate sophisticated ideas clearly and persuasively.
- Ability to handle / prioritise multiple customer demands balancing customer happiness with revenue and profitability targets.
- Leadership abilities to empower and coordinate a matrixed team of individuals at multiple levels within an organisation.
- Experience implementing Workday is preferable.
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.
