Principal, Partner Account Manager

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.

As a Principal Partner Account Manager within the Global Partner Organization, you will lead outcome‑driven results and partner relationships with a portfolio of SI, Regional and Boutique Partners s is an opportunity to shape how Workday grows through its partner ecosystem, ensuring our partner relationships are outstanding and differentiated. Working in concert with the Partner Sales, Partner Success, Sales and Services leadership teams, you will drive practice growth, solution identification, AI innovation, and go‑to‑market plans within North America, aligned to the Workday Sales and Services organizations.

• Managing the 360‑degree relationship with a portfolio of SI, Regional and Boutique Services Partners, including revenue contributions, delivery quality, escalations, and partner innovations
• Developing and executing annual partner plans, including account mapping and performance management against targets
• Driving practice growth and go‑to‑market plans aligned to Workday’s Sales and Services organizations within North America
• Identifying solutions and innovation opportunities within the partner ecosystem to support Workday’s product and services strategy
• Leading demand generation efforts and sourced opportunities through partner channels to drive new subscription revenue
• Collaborating cross‑functionally with Partner Sales, Partner Success, Sales and Services leadership to ensure unified execution and partner success
• Moderate travel: 25% – 45% of the time

• 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+ years 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

• 6+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company
• 3+ years of experience developing and executing partner business plans that drive measurable revenue growth and customer success
• 3+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance

• Skilled in building sincere, meaningful connections with people across locations and backgrounds, cultivating long‑term partnerships that drive mutual value
• Experienced in creating and managing partnerships between organizations to achieve mutually beneficial goals, negotiating terms of collaboration, and ensuring the partnership delivers expected value
• Proficient in planning and executing go‑to‑market strategies to deliver solutions to the marketplace, understanding customer needs, the partner landscape, and effective sales and marketing approaches
• Experienced in identifying and implementing opportunities to increase organizational value through growth, understanding market trends, building relationships with partners, and identifying new market opportunities
• Skilled…