About the Team

The Partner Management team is part of Workday's Global Partner Organization, and we play a vital role in driving Workday's growth and customer success through our services partner ecosystem. We manage the full 360-degree relationship with Workday's Services Partners, including revenue contributions and growth, delivery quality, partner expansions, partner innovation, demand generation, and sourced opportunities.
Our team works hand-in-hand with partners to build annual partner plans, conduct account mapping, and manage performance against targets throughout the year. We are a supportive, fast-paced team that is energized by resolving challenges and finding creative ways to manage workload and priorities. If you enjoy building meaningful partnerships that directly impact business outcomes and customer success, this is a team where your contributions will be visible and valued.

About the Role

About You

Basic Qualifications (P5) Principal Partner Account Manager

• 8+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company

• 4+ year of experience developing and executing partner business plans that drive measurable revenue growth and customer success

• 4+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance

Other Qualifications

• Relationship Building: Skilled at building sincere, meaningful connections with people across locations and backgrounds, with the ability to cultivate and maintain long-term partnerships that drive mutual value

• Strategic Alliances: Experienced in creating and managing partnerships between organizations to achieve mutually beneficial goals, including identifying potential partners, negotiating terms of collaboration, and ensuring the partnership delivers expected value

• Go-to-Market Strategies: Proficient in planning and executing approaches to deliver solutions to the marketplace, including understanding customer needs, the partner landscape, and effective sales and marketing approaches

• Business Development: Experienced in identifying and implementing opportunities to increase organizational value through growth, including understanding market trends, building relationships with partners, and identifying new market opportunities

• Pipeline Development: Skilled in creating and managing a series of steps to convert prospects into customers, including understanding customer behavior, applying effective strategies, and optimizing the pipeline to improve conversion rates and revenue forecasting

• Strategic Thinking: Adept at generating and applying unique business insights to create opportunities for the organization, including understanding the current business landscape, identifying potential challenges, and developing long-term plans to achieve them

• Emotional Intelligence: Ability to recognize, understand, and manage your own emotions and influence the emotions of others, fostering an environment of understanding and effective communication across partner and internal relationships

• Bias for Action: Comfortable making quick decisions and taking immediate action, even in the face of uncertainty, to accelerate timelines, improve response times, and foster a proactive and dynamic work culture

• Structured Thinking: Ability to organize and analyze information in a logical, systematic manner, breaking down complex partner challenges into manageable parts and developing clear plans to solve problems

• Prioritization: Skilled at evaluating proposals, projects, and resources to determine their relative importance and urgency, and deliver the greatest impact

• Sales: Understanding of the sales process, including promoting solutions, understanding customer needs, developing effective communication, and partnering with sales teams to close deals and grow revenue

• Teamwork: Ability to collaborate effectively with cross-functional teams, contributing to a positive, productive team environment and working toward shared goals across Partner Sales, Partner Success, and Services organizations

• Excellent verbal and written communication skills

• Location: US Workday office with ability to travel within the country.

• Moderate Travel: 25% - 45%

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below.  Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please .

Primary Location: USA.CA.San FranciscoPrimary Location Base Pay Range: $170,400 USD - $255,600 USD

 

Additional US Location(s) Base Pay Range: $143,900 USD - $255,600 USD

Additional Considerations:

If performed in Colorado, the pay range for this job is $151,500 - $227,300 USD based on min and max pay range for that role if performed in CO.

06/23/2026

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.