This listing was posted on Professional Diversity Network.
Senior Partner Executive (Germany)
Location:
Deu
Description:
Your work days are brighter here. At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That's why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don't need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here. About the Team The Global Partners Organization (GPO) is passionate about developing partnerships that accelerate innovation and growth with Industry differentiation, expanded reach, and customer success. This is an outstanding opportunity to be part of the team that is driving a rapid and global change of paradigm, to embrace a modern ecosystem and implement a unified and global partner strategy with local flavour, with cross-functional engagement in programs, systems, processes, and people. The team's mission is to deliver winning partner engagements focused on time, scale, and route to market, aligned to our operational goals and core values. About the Role This role requires strong partner and/or sales experience, managing campaigns and sales plays, GTM and industry expertise, executive presence and strong communication and organisational skills.They will serve as an intermediary between Workday account teams and the (local) GSIs & boutique partner management teams, Advisors, Channels and Software partners, as well as the overall ecosystem. Individual Responsibilities Sales Develop net new incremental pipeline by promoting and identifying net new partner sourced opportunities. Drive GTM execution with all our partners in the field, from pipeline generation to deal influencing, getting involved in deal execution. Drive and take accountability for partner joint GTM execution, connect Partner Account Managers to Workday Sales when needed. Drive alignment and transparency, build relationships, and jointly align plans and targets at a detailed level. Identify, develop, promote, and manage referral and co-sell partners for your region. Increase pipeline win rates by identifying, matching, and engaging the right partners on key opportunities based on capabilities. Collaborate with Partner Managers & Partner Marketing on joint marketing and demand generation activities. Engage with the sales and services teams on deal reviews and win strategy. Align & manage deployment strategy, specifically between WD professional services, sales, and partners. Relationship Management Align with Partner Managers to identify key partners for specific industries and segments within the territory, develop relationships beyond the Workday Practices of our Services Partners, preferably at Client Account Lead level. Build local GTM relationships in a matrixed organisation across Workday and partners, focusing on key business metrics (sourced pipeline). Proactively help and support Regional Vice Presidents, Regional Sales Directors and Account Executives to get the best performance and collaboration out of the partner ecosystem. Expertise Understanding of the buying centre and solution strategy for Workday. Deep knowledge of the partner ecosystem within the region, including partners which should be added. Experience in executing key partner programmes to source pipeline and influence revenue. Understanding of partner value propositions and how to integrate these into sales campaigns and facilitate solution selling with partners. Ability to navigate change and uncertainty. Proactive and solution-oriented attitude Operations Show operational excellence: Maintain Salesforce opportunity fields related to partners, as well as the Partner Relationship Management system (PRM). Actively participate in sales cadences with both the direct sales organisation and partner GTM/GPO leadership. Monitor KPI (Key Performance Indicators), dashboards, metrics, and reports to lead and drive the execution of partner strategy. Maintain and keep up to date on partner compliance processes and systems. Key Skills Requirements Sales engagement and opportunity identification experience. Experience cultivating mutually beneficial relationships with customers and partners. Prospecting and identifying new opportunities. Familiarity with technology partner ecosystems. Collaboration Requirements Work across the Partners team including Channels, Software/Innovation, Operations and Services Alliances to ensure alignment and execution. Collaborate closely with our Partner Managers and Professional Services around customer success, deployment strategy, partner capacity, partner education and certification, and contracting. Model, live and champion the Workday values and VIBE (Value, Inclusion, Belonging and Equity). Operational Results Build target % and $ of ACV sourced/originated pipeline from partners, as well as % HOI (High Opportunity Influence). Understand the Sales objectives across all go to market programmes and build a comprehensive and detailed plan for the business, mapping it to joint plans with partners. Operational execution from a partner's perspective for forecasting, pipeline management, and deal execution across all phases of the sales process. About You Must have 8+ years of professional experience in Business Development, Software/Services Sales, Consulting, and/or Channel Management in Cloud or Software Technology. Experience in working with GSI (such as Deloitte, Accenture, PwC, KPMG) to leverage their strategic influence to drive technology sales in a joint sales offering. Proven experience in delivering strong results in pipeline generation and bookings, by leveraging existing and recruiting targeted new partners. Beneficial to have sales experience in the region, direct and indirect, preferably in the space of HCM and/or ERP and business applications, working across large enterprise and mid-market segments. Demonstrable results in working across matrixed organisations, with complex team-based sales environments. Cloud Technology, AI/ML, Data, Analytics, API and platform experience and understanding. Understanding of Channel GTM motions, including selling through/to channel partners, co-selling/re-selling Ability to quickly grasp information across a variety of areas and build clear communications. Outstanding verbal and written communication skills (German and English fluently) Proficiency in Excel, PowerPoint and Salesforce.com 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. Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!
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