Strategic Technology Partner Development Manager

Workday

Santa Clara, CA

Full Time

Director

170k-256k

about 1 month ago

Job Description

About the Role

The Strategic Technology Partner Development Manager owns Workday's engagement with select strategic partners within the Workday Partner Program. This growing program includes over 300 software partners with plans to grow rapidly over the next several years. Workday is building a world-class partner program focused on revenue growth, positive business outcomes, and innovation. In this role, you will be responsible for defining, building, and driving strategies and partnerships for new and existing products. You will be pivotal in co-creating and delivering AI, Data, HCM, and Financial solutions in partnership with Workday's most strategic technology partners. These partnerships may be based on existing partner programs and may also require the development and execution of new partnership models and related strategies.

Key Responsibilities

Build and grow a new strategic technology partnerships
Define new partner models, where appropriate, for the launch of new Workday + strategic partner product offerings
Negotiate/execute new partner models with strategic AI and data partners and manage and expand existing strategic partnership businesses
Develop relationships across product, industry, sales and services to identify and introduce the right partners and partner solutions into the right markets
Build relationships with executives, sales, and solutions leaders at partner organizations
Set strategic direction with partners with mutually defined business goals and measurable outcomes
Develop, implement, and manage annual business plans with regular reviews with executive stakeholders to ensure partnership objectives are met

Requirements

8+ years of strategic technology partnership experience at an Enterprise SaaS company, ideally focused on development of new partner business models
8+ years of experience negotiating commercial deals with technology partners, including scaling such deals across multiple partners
2+ years of partnership experience that leverages AI and Machine Learning
Demonstrated success working with product and technology leaders and contending with technical dependencies, both internal and external
Thorough understanding of product partnership business and pricing models
Proven ability to navigate technical requirements and workflows
Prior experience in cultivating relationships with partners to deliver complex, multi-product solutions to customers
A bias for action capable of leading others with a balance of empathy and urgency
Strong relationship building skills, and excellent written and verbal communication skills
Adaptable and resilient with experience in a fast paced, quickly evolving environment
Collaborative, critical thinker with a methodical approach and organizational skills to manage opportunities concurrently
Operates with high integrity and produces consistently high-quality work product

Nice to Have

Experience working across industries and developing joint business plans with customers and/or partners
Understanding of the HCM and Finance ecosystems and buyers

Qualifications

Educational background is not explicitly specified in the description

Benefits & Perks

Role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants
Comprehensive benefits package (details available during hiring process)

Working at Workday

Workday values a healthy employee-centric, collaborative culture driven by putting people first. The company emphasizes happiness, development, contribution, and a supportive environment where individuals are encouraged to shine and be authentic. The culture fosters energy, passion, and a focus on making a brighter workday for all, with a commitment to looking after employees, communities, and the planet while remaining profitable.

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