GSI Partnership Architect - North America Sales

Workday; Toronto; Hybrid; CAD 225,000 - 337,000; Full time

Job summary

Workday is seeking a Principal, Partner Sales Executive to drive a strategic partnership with Accenture across North America, including the development of GTM plans, pipeline growth, and increased partner-sourced deals. You will collaborate with sales, marketing, and delivery teams to maximize joint opportunities and ensure alignment with global partner objectives.

The role demands deep GSI expertise, strong relationship-building skills, and the ability to influence across large, complex

Qualifications

• 5+ years professional experience working for or collaborating with GSIs.
• 3+ years working for, or in close collaboration with, Partnerships or Alliances with a global technology organization.
• 5+ years of professional experience in Business Development or Sales.

Responsibilities

• Dedicated GSI Relationship Management: Serve as the primary Go-to-Market lead for a single, assigned GSI across all industries and segments within North America.
• North America GTM Strategy & Execution: Develop, implement, and execute comprehensive Go-to-Market plans for North America, ensuring alignment with the GSI's capabilities, our North America sales plan, and our overall partnership strategy.
• Industry & Segment Focus: Drive GTM initiatives tailored to specific industries and market segments, collaborating closely with the GSI's industry and segment leads.
• Segment Strategy & Execution: Determine and execute on specific segment strategies (SMB, Mid-Enterprise, Large Enterprise, Majors) to maximize joint market penetration and revenue.
• Account Mapping & Alignment: Proactively perform account mapping activities, aligning with the GSI's sales executives and account managers, as well as our internal Account Executives and Net New AEs to identify and pursue joint opportunities.
• Pipeline Generation: Significantly increase the volume and quality of pipeline generated through the assigned GSI across all industries and segments in North America.
• Partner Contribution: Drive an increase in the percentage of partner-influenced and partner-sourced deals against sales targets for the assigned GSI.
• Enablement & Knowledge Gap Identification: Identify critical knowledge gaps within the GSI's organization regarding our solutions and capabilities, providing precise guidance to internal enablement resources for targeted training and support.
• Cross-Functional Collaboration: Navigate and collaborate effectively across a complex internal and external ecosystem, including internal teams and external GSI sales, delivery, and practice stakeholders.
• Global Alignment: Maintain close alignment with GTM peers in EMEA and APAC, and with the Global GSI Managing Director.

Skills

GSI experience

Partnerships/alliances

Business development/sales

Job description

Workday is seeking a Principal, Partner Sales Executive to drive a strategic partnership with Accenture across North America, including the development of GTM plans, pipeline growth, and increased partner-sourced deals. You will collaborate with sales, marketing, and delivery teams to maximize joint opportunities and ensure alignment with global partner objectives.

The role demands deep GSI expertise, strong relationship-building skills, and the ability to influence across large, complex