GSI Partner GTM Lead – North America

Workday; Frisco (TX); Hybrid; USD 159,000 - 256,000; Full time

Job summary

Workday seeks an outcome-oriented Go-to-Market Partner Executive to exclusively manage and grow our relationship with a single Global System Integrator in North America, accelerating joint business growth. You will drive pipeline, expand partner contributions to sales targets, and ensure the GSI partnership flourishes across industries and segments.

The role requires 5+ years in partnerships or alliances, and 5+ years in business development or sales, with strong GTM, strategic, and

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 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 (e.g., Mid-Market, LE, Majors).
• 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 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 stakeholders.

Skills

GSI expertise

GSI navigation & influence

Go-to-market acumen

Cross-functional leadership

Strategic & analytical thinking

Communication & presentation

Results oriented

Travel

Job description

Workday seeks an outcome-oriented Go-to-Market Partner Executive to exclusively manage and grow our relationship with a single Global System Integrator in North America, accelerating joint business growth. You will drive pipeline, expand partner contributions to sales targets, and ensure the GSI partnership flourishes across industries and segments.

The role requires 5+ years in partnerships or alliances, and 5+ years in business development or sales, with strong GTM, strategic, and