Sr Partner Development Manager

About Workday

Workday is a Fortune 500 company and a major AI platform that helps organizations manage people, money, and agents. Its focus is on helping businesses adapt to change, improve performance, and create a workplace where people can do meaningful work. The company emphasizes integrity, empathy, teamwork, curiosity, and bold thinking, and it encourages employees to grow with trust, support, and long-term investment in their development.

About the Team

The Global Partner Organization supports Workday’s growth by strengthening collaboration with partners while balancing innovation and integrity. The team works in a culture that values accountability, strong results, and shared success, while also keeping the work environment positive and collaborative.

Role Overview

Workday is looking for a driven Ecosystem Specialist to manage a defined group of partners in India and help expand the business through strong partner execution. This is an individual contributor role focused on daily partner management, joint go-to-market planning, pipeline growth, and supporting revenue and customer outcomes. The role requires someone who can operate independently, coordinate across teams, and build trusted relationships with both Workday and partner stakeholders.

What Success Looks Like

• Achieving sourcing and influence goals.
• Improving presentation rates and partner influence across the ecosystem.
• Driving partner-led go-to-market execution from pipeline creation through deal closure and post-sale satisfaction.
• Aligning partner leaders with Workday sales teams on target accounts, industries, and action plans.

Key Responsibilities

Ecosystem Execution and Sales Alignment

• Collaborate with partners and the Workday sales team on joint prospecting, opportunity discovery, and pipeline-building efforts to meet sourced and influenced ACV goals.
• Oversee partner-involved opportunities through the full sales cycle, from early pipeline to closed business.
• Help partner sales teams stay current on Workday offerings and go-to-market priorities so they can present solutions more effectively.
• Act as the main contact for assigned partners and build productive, transparent relationships with their sales and functional leaders.

Partner Go-to-Market and Operational Discipline

• Own the day-to-day delivery of joint GTM and acceleration plans across assigned industries and verticals.
• Work with enablement and solution architecture teams to strengthen technical alignment and help partners complete the required certifications and badges.
• Monitor and share partner performance data, including pipeline creation, partner-sourced revenue, and consumption growth, while maintaining strong governance and reporting practices.
• Serve as the first escalation contact for routine sales and operational issues between Workday field teams and partner organizations.

Ecosystem Integration

• Support initiatives that expand Workday’s presence into new markets and customer segments across India.
• Coordinate with Sales, Marketing, and Professional Services teams to align partner stakeholders on account-level and industry-level plans.

Candidate Profile

• 7 to 10 years of relevant experience in technology sales, channel sales, or alliance management, preferably in SaaS or enterprise software.
• Strong understanding of the India market and how regional partner ecosystems operate.
• Proven record of managing partner relationships and delivering joint sales plans that produce measurable pipeline and revenue results.
• Good knowledge of enterprise sales processes and how partners contribute to both sourced and influenced revenue.
• Excellent communication, presentation, and negotiation abilities.
• A self-driven, accountable operator who can work independently and maintain strong execution discipline.

Flexible Work Model

Workday follows a flexible work approach that blends in-person collaboration with remote work. Team members typically spend at least 50% of each quarter in the office or in the field with customers, prospects, and partners, depending on the role. This setup is designed to support strong teamwork, flexibility, and effective use of time together. Remote home office roles may also come together in offices for important in-person moments.

Accessibility and Hiring Support

Workday is committed to providing an inclusive hiring process. Candidates who need assistance or accommodations during the process can reach out for support.

Privacy and Application Safety

Workday does not request applicants to apply through unofficial websites. The company also does not ask candidates to pay recruiting fees or purchase consulting or coaching services to be considered for a role. If a posting looks unofficial or asks for payment, it should be treated with caution.