Senior Partner Executive, Iberia
hace 7 días
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 Organisation is focused on developing partnerships that accelerate innovation and growth with Industry differentiation, expanded reach and customer success.
This is an amazing 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 flavor, with cross-functional engagement in programs, systems, processes and people.
About the Role
This incredible opportunity is focused on leading joint business development with our Partners in Iberia (Spain and Portugal), aligned to the Workday sales organization.
The Partner Executive is responsible for developing the Workday sales pipeline across all Partners within the region, by sourcing new opportunities and working with the ecosystem to influence existing Workday sourced opportunities.
They are a member of the Global Partners Organisation, but will work across multiple functions, including (but not limited to) sales, services, marketing, pre-sales, value management and industry.
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.
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.- Enable partners in our portfolio with capabilities to increase selection, amplify reach and advocate brand.- Drive and take accountability for partner joint GTM execution, connect Partner Account Managers to Workday Sales when needed in order to drive alignment and transparency, build relationships, and jointly align plans and targets at a detailed level.- Collaborate with the partner manager on marketing and demand generation activities.- Increase pipeline win rates by identifying, matching and engaging the right partners on key opportunities based on capabilities.- Engage with the sales and services teams on deal reviews and win strategy.- Align & manage deployment strategy, specifically between WD professional services and partners to ensure right balance between Workday and partner primes.- Identify, develop, promote and manage referral and co-sell partners for your region.- Drive referral and co-sell partner pipeline performance, and suggest additions to referral and co-sell partners.- Understand Workday's software partner/solutions offerings, and take those to market via our partners and Account Executives.- Promote AWS, payroll solutions and other priority relationships as Workday develops them, and take them to market via the sales organisation and partners.
Relationship Management- Align with Partner Managers to identify key sales relationships with all partners within the territory, and develop relationships outside the Workday Practices in each partner, 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.
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