Sr Partner Development Manager

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

About Workday:
Workday is a leading provider of enterprise cloud applications for finance and human resources. We help organizations adapt and thrive in a changing world. We are looking for passionate and driven individuals to join our growing team in India.

Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Global Partner Organization at Workday helps the company to continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best self, and get better by pushing and developing themselves and the Workmates around them.

About the Role

Role Summary:
Workday is seeking a highly motivated and results-oriented Ecosystem Specialist to drive execution across a defined portfolio of partners within India. This individual contributor role is critical for scaling Workday's business by managing day-to-day partner relationships, executing joint go-to-market (GTM) strategies, and ensuring our partners meet their pipeline and revenue contribution targets. The ideal candidate will be a strong operator, skilled in sales execution, and adept at building effective working relationships across both Workday and partner organizations.

Key Objectives:

• Meet sourcing & influencing targets.

• Increase presentation rates and influence with our partner ecosystem.

• Drive the execution of the GTM with our partners in India, from pipeline to deal execution, to closing, to customer and partner satisfaction.

• Connect Partner stakeholders to Workday Sales, building alignment, transparency, relationship, and joint agreement on plans and targets on individual prospects, and industries at detailed level.

Key Responsibilities:

Ecosystem Execution & Sales Alignment

• Pipeline Generation & Influence: Work closely with partners and the Workday sales team to execute joint prospecting, opportunity identification, and pipeline development activities to meet specific sourced and influenced ACV targets.

• Deal Management: Drive the execution of the GTM with partners in the field, actively managing partner-related deals from pipeline to closure, and ensuring partner involvement drives success.

• Sales Enablement: Ensure partner sales teams are fully enabled on Workday's latest offerings and GTM strategies, increasing presentation rates and solution influence within joint accounts.

• Relationship Management: Serve as the primary point of contact for a portfolio of partners, building strong, transparent, and aligned working relationships with their sales and functional leaders.

Partner GTM & Operational Rigor

• GTM Plan Execution: Own the day-to-day execution of joint GTM and acceleration plans across key industries and verticals with assigned partners.

• Certifications & Alignment: Work with Workday enablement and solution architects to drive partner technical alignment, ensuring partners achieve and maintain required certifications and badges.

• Operational Excellence: Track and report on partner performance metrics, including pipeline development, partner-sourced revenue, and consumption growth, ensuring operational rigor in governance and reporting for assigned partners.

• Escalation Point: Act as the first line of escalation for day-to-day sales and operational issues between Workday field teams and the assigned partners.

Ecosystem Integration

• Market Expansion: Support the execution of growth strategies to help expand Workday's reach into new markets and customer segments within India.

• Cross-Functional Collaboration: Connect partner stakeholders with the appropriate Workday Sales, Marketing, and Professional Services teams to build deep alignment and joint agreement on plans for individual prospects and industries.

About You

• Experience: Minimum of 7-10 years of relevant experience in technology sales, channel sales, or alliance management, ideally within the SaaS or enterprise software industry.

• Regional Knowledge: Proven working knowledge and experience with the India market landscape and regional partner dynamics.

• Partner Management: Demonstrated success in managing partner relationships and executing joint sales/GTM plans to achieve measurable revenue and pipeline goals.

• Sales Acumen: Strong understanding of the enterprise sales cycle and the role of channel partners in driving both sourcing and influencing revenue.

• Communication: Exceptional written and verbal communication, presentation, and negotiation skills, with the ability to articulate complex solutions clearly.

• Drive & Ownership: Highly results-driven, self-starter mentality with a proven ability to operate independently and drive operational rigor.

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.

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 .

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