Principal Partner Sales Executive

Workday; Mumbai; Hybrid; INR 4,000,000 - 7,000,000; Full time

Job summary

Workday in India is seeking a Principal Partner Sales Executive to own a defined portfolio of partners, manage day-to-day relationships, and drive joint GTM plans that grow pipeline and revenue. You will collaborate with the India sales team to move partner-sourced opportunities from first contact to close, while building a scalable partner ecosystem across SI, AI, and VAR partners in the region.

The role emphasizes strong governance, stakeholder alignment at senior levels, and a flexible

Qualifications

• 10+ years of experience in technology sales, channel sales, or alliance management.
• Experience managing partner relationships and joint GTM plans that deliver measurable pipeline and revenue.

Responsibilities

• Work with partners and the India sales team to build and progress pipeline, and manage partner-related deals through to close.
• Prepare partner sales teams on Workday's offerings and go-to-market approach, and help partners earn and maintain the certifications they need.
• Build and run joint go-to-market plans with your partners, including regular business reviews and executive check-ins to track progress and address risks.
• Identify and onboard new referral, alliance, and global systems integrator partners, as well as AI, Workday GO, FINS, and value-added reseller partners for the region.
• Connect partner leaders with Workday's Sales, Marketing, and Professional Services teams to build alignment on plans for individual accounts and industries.

Skills

Partner management

Pipeline management

Go-to-market planning

Relationship building

Business development

CRM tools (SFDC)

Tools

SFDC

Sigma

Job description

Your work days are brighter here.We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

Your work days are brighter here.We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About The Team

The Global Partners Organization (GPO) builds and grows the partner ecosystem that helps Workday and our customers succeed. We work hand-in-hand with Sales, Services, Marketing, and Product teams to generate and influence pipeline, prepare partners to deliver great work, and give customers a consistent experience no matter which partner they work with. Joining GPO in India means helping shape a fast-growing ecosystem from the ground up: you'll work across a diverse set of partners, from global system integrators to emerging AI and value-added reseller partners, and see the direct impact of your work on Workday's growth in the region.

About The Role

As a Principal Partner Sales Executive, you will own execution across a defined portfolio of partners in India. You will manage day-to-day partner relationships, run joint go-to-market plans, and help partners meet their pipeline and revenue goals. You'll work closely with the India sales team so that partner-sourced and partner-influenced opportunities move smoothly from first conversation to close.

Responsibilities

• Work with partners and the India sales team to build and progress pipeline, and manage partner-related deals through to close.
• Prepare partner sales teams on Workday's offerings and go-to-market approach, and help partners earn and maintain the certifications they need.
• Build and run joint go-to-market plans with your partners, including regular business reviews and executive check-ins to track progress and address risks.
• Identify and onboard new referral, alliance, and global systems integrator partners, as well as AI, Workday GO, FINS, and value-added reseller partners for the region.
• Connect partner leaders with Workday's Sales, Marketing, and Professional Services teams to build alignment on plans for individual accounts and industries.
• Serve as the main point of contact for your partner portfolio, including for day-to-day questions or issues that come up.

About You

Basic Qualifications

• 10+ years of relevant experience in technology sales, channel sales, or alliance management, ideally within the SaaS or enterprise software industry.
• Experience managing partner relationships and joint go-to-market plans that deliver measurable pipeline and revenue outcomes.

Other Qualifications

• Channel partner management: You've built and managed relationships with partners, including recruiting new partners and helping them grow their practice and delivery quality.
• Deal and pipeline management: You're comfortable managing opportunities from early pipeline through to close, and have a track record of meeting sourcing and influencing targets.
• Go-to-market planning: You've built and run joint plans with partners across industries, including business reviews and governance to track progress.
• Relationship building and stakeholder alignment: You connect people across organizations, building trust and alignment between partner and internal teams at all levels, including senior leaders.
• Business development: You've identified and brought on new types of partners (for example, in AI or emerging technology areas) to expand a company's reach into new markets or segments.
• Comfort with data and tools: You're familiar with CRM and partner-tracking tools (for example, SFDC or Partner Center) and are comfortable using data to prepare partner reviews and guide decisions; experience with Sigma is a plus.

Our Approach to Flexible Work

With Flex Work, we’re combining the best of both worlds: in‑person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in‑office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote “home office” roles also have the opportunity to come together in our offices for important moments that matter.

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