Sr. Principal Partner Manager - Global System Integrators

Workday, Inc.; Toronto; Hybrid; CAD 211,000 - 317,000; Full time

Job summary

A leading enterprise software firm is seeking an experienced professional to manage and grow the GSI partnership strategy. Responsibilities include executive engagement, cross-functional orchestration, and driving operational excellence. The ideal candidate has over 15 years of strategic alliance management experience and executive-level communication skills. This role requires significant global travel.

Benefits

Workday Bonus Plan

Stock grants

Comprehensive benefits

Qualifications

• 15+ years of experience in strategic alliance management, partner account management, or business development.
• Proven track record of managing Global System Integrator partnerships.
• Exceptional ability to thrive within a highly matrixed organizational environment.

Responsibilities

• Design, develop, and implement the global strategy for the Workday-GSI partnership.
• Cultivate relationships with senior executives, including C-suite leaders.
• Drive operational rigor within the partnership, including performance tracking.

Skills

Strategic alliance management

Partner account management

Business development

Strong influencing skills

Exceptional interpersonal skills

Analytical skills

Job description

About the Role

Key Responsibilities :

Global Strategic Leadership : Design, develop, and implement the comprehensive global strategy for the Workday-GSI partnership, ensuring alignment with Workday's strategic priorities and improving joint value creation.

Executive-Level Engagement : Cultivate and further deep, believing relationships with senior executives, including C-suite and functional leaders, within both Workday and the GSI worldwide. Serve as the point of contact and advisor for the partnership.

Cross-Functional Orchestration : Masterfully navigate and influence areas within the Global Partners Organization, such as Partner Sales, Partner Innovation, and Partner Strategy, as well as outside GPO in Sales, Marketing, Product & Technology, Finance, Legal, CX and Strategy to ensure cohesive execution of the GSI partnership strategy. Effectively lead initiatives and drive outcomes without direct reporting lines.

Partnership Growth & Innovation : Identify, pursue, and support Partner Sales to close new business opportunities stemming from the partnership. Collaborate with the GSI to co-develop innovative solutions, expand market reach, and enhance the joint value proposition for customers.

Operational Excellence & Performance : Drive operational rigor within the partnership, including joint planning, pipeline management, performance tracking, and regular business reviews. Ensure accountability and transparent communication of partnership health and progress.

Complex Problem Solving : Proactively address and mitigate any challenges, conflicts, or roadblocks that may arise within the partnership, employing strong analytical and negotiation skills to achieve mutually advantageous resolutions.

Market & Competitive Intelligence : Maintain an acute awareness of industry trends, the competitive landscape, and the GSI’s strategic evolution to identify and capitalize on new avenues for partnership development and growth.

Extensive Global Travel : Dedicate significant time (50%+) to global travel to develop in-person relationships, participate in key meetings, and ensure effective strategic alignment across both organizations.

About You

Basic Qualifications :

15+ years of experience in strategic alliance management, partner account management, or business development roles within the enterprise software sector, with a proven track record of managing Global System Integrator partnerships.

Demonstrated success in defining, owning, and driving global partnership strategies with top-tier consulting firms (e.g., PwC, Accenture, Deloitte, EY, KPMG).

Exceptional ability to thrive and deliver results within a highly matrixed organizational environment, demonstrating strong influencing skills without direct authority.

Superior interpersonal skills, both written and verbal, with the ability to distill complex information into concise and compelling executive-level communications and presentations.

Unquestionable executive presence and the gravitas to build credibility and cultivate trust with senior leaders across functional areas and geographies.

A proven track record to work independently with oversight, demonstrating initiative, accountability, and a proactive approach to partnership management.

Deep understanding of GSI business models, their structures, and how to effectively drive success within these sophisticated partnerships.

Other Qualifications :

Strategic Vision : Ability to conceptualize and articulate a clear, compelling global strategy for the partnership.

Influential Leadership : Demonstrated capacity to lead and empower teams and executive partners without direct managerial authority.

Global Perspective : Understanding of diverse cultural and business nuances in a global context.

Relationship Management : Strong ability to build, maintain, and leverage executive relationships.

Execution Excellence : Consistent track record of translating strategy into tangible results.

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’scomprehensive benefits in Canada, please . For more information regarding Workday’s comprehensive benefits in the US, please .

Primary Location : USA.CA.PleasantonPrimary Location Base Pay Range : $211,200 USD - $316,800 USDAdditional CAN Location(s) Base Pay Range : $ - $ CAD