Principal Managing Partner - State & Local and Higher Ed (SLED)

Workday; Reston (VA); On-site; USD 164,500 - 264,400; Full time

Job summary

Workday in the United States seeks a Managing Partner to lead strategic deployment and executive relationships for Education & Government accounts. You will drive deployment success, expand value through new features, and collaborate with sales, consulting, and product teams to maximize customer outcomes.

Success is measured by satisfaction, retention, and revenue growth across complex, multi-institution deployments with higher education and government clients.

Qualifications

• 10+ years deploying large Cloud SaaS ERP implementations for higher education or government sectors.
• 8+ years maintaining and leveraging C-level relationships for strategic partnerships.
• 2+ years with cloud-native HR/Finance software in an implementation leadership role.

Responsibilities

• Establish and manage relationships with customer executives and stakeholders creating a valued, long-term partnership.
• Oversee deployment and adoption of Workday, guiding enterprise transformation and feature adoption.
• Collaborate with executives to position and upsell Workday services into the customer base.
• Provide guidance to prospect cycles and support implementation activities within the portfolio.
• Drive customer self-sufficiency and engagement with Workday services and products.
• Lead multi-institution deployments with complex scopes and key stakeholders.

Skills

C-level relationships

Stakeholder management

Account planning

Cross-functional collaboration

Travel up to 50%

Tools

Workday

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.

About The Team

Workday's Managing Partner practice focuses on advising our most strategic accounts, creating a differentiated customer experience, advising on enterprise transformation, and stewarding subscribers of our Workday Success Plan in North America. We seek to serve our customers with relevant industry advice, practical ways to realize value from Workday's technology, and crafting peer networks for continuous innovation. We act like a start-up inside a larger organization constantly seeking new ways to help our customers be successful on their cloud and artificial intelligence journey.

About The Role

The Managing Partner in our Education & Government practice, you are responsible for the overall success of an assigned group of highly valued and strategic deploying and production customers. The role orchestrates the development and maintenance of executive relationships, takes accountability for the successful deployment of the Workday solution, positions additional value into a customer portfolio, ensures customers consume the components of their Success Plan, and encourages an effective reference motion. These outcomes are accomplished in collaboration with internal sales, consulting, and product teams.

Success is measured on customer satisfaction, subscription revenue retention, & subscription revenue growth.

About You

• Establish and manage relationships with customer executives and stakeholders creating a valued, long-term partnership with mutual accountability and serve as an extension of Workday leadership on assigned accounts
• Maintain responsibility for Workday deployment and adoption success guiding customers in successful enterprise transformation, planning and implementation of new features and products - most notably with artificial intelligence, and cultivating the environment for additional services to support the customer’s strategy
• Collaborate with Account Executives and Service Executives to help position and sell or upsell Workday product, deployment, and postproduction services, into your customer base and ensure they’re getting maximum value from the product
• Provide advice to and participate in prospect sales cycles to help support implementation related activities that will become part of their portfolio
• Drive customer self-sufficiency by ensuring customers understand what success looks like and how to engage with the Workday services and product organizations
• Partner with workmates to position additional value available through in-subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem
• Guide large, partner-led accounts with significant complexity such as multi-institutional higher education systems, large local governments, or statewide deployment scope
• Create and deliver MP-related deliverables with Success Plans, e.g. strategic and engagement plans
• Provide direction and support to Workday and partner project teams especially as it relates to scope, budget, timeline, and critical deployment issues, may act as the point of contact to facilitate and resolve escalated customer and/or project issues
• Engage other service resources as necessary to support account planning and feature adoption strategies
• Leverage customer relationships as needed for prospect references

Basic Qualifications

10+ years’ experience deploying large, sophisticated Cloud SaaS ERP (HCM & Fins) solutions at a project and program manager level within the Higher Education and/or State & Local Government markets.

8+ years of developing and maintaining C-level relationships resulting in successful partnerships and strategic alignment.

2+ years direct experience with a cloud-native HR or Finance software (such as Workday, SuccessFactors, NetSuite, or a similar product) as an implementation leader, business function owner, hands‑on configuration resource, or workmate

Other Qualifications

Experience and active networks within the higher education market. Similar exposure to government considered a benefit

Excellent stakeholder management skills, including the ability to identify key stakeholders, understand their needs, and effectively communicate and engage with them to build strong relationships and achieve organizational objectives, are vital.

Ability to empower and lead a matrixed team of individuals at multiple levels within an organization

Ability to manage and prioritize multiple customers’ demands balancing customer satisfaction with revenue and profitability targets

Have a dedication to continuous improvement in the way we serve our customers

Proven ability to develop and implement effective account strategies focused on building strong client relationships, identifying growth opportunities, and driving customer retention and revenue, is essential.

Strong customer insights skills, with the ability to analyze customer data, identify trends, and provide actionable recommendations to improve customer satisfaction and inform business strategies, are highly valued.

Exceptional relationship management skills are crucial, with a focus on building and maintaining strong relationships with clients, partners, and colleagues to foster collaboration, loyalty, and a positive work environment.

Strong account planning skills, with the ability to analyze customer needs and develop targeted sales and marketing strategies to drive customer retention and revenue growth, are highly valued.

Demonstrated credibility, built on honesty, expertise, and consistent communication to foster trust and confidence with stakeholders, is critical for success in this role.

Strong customer engagement skills, with a focus on building relationships, driving customer satisfaction, and utilizing effective communication strategies to increase retention and sales growth, are essential.

Strong ability to identify and understand customer needs through market research, feedback analysis, and problem-solving to inform product development, marketing strategies, and customer service improvements, is essential.

Ability to travel up to 50%

Posting End Date

08/31/26

The application deadline for this role is the same as the posting end date stated.

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. 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’s comprehensive benefits, please click here.

Primary Location: USA.MA.Boston

Primary Location Base Pay Range: $164,500 USD - $246,700 USD

Additional US Location(s) Base Pay Range: $148,900 USD - $264,400 USD

Additional Considerations:

The application deadline for this role is the same as the posting end date stated as below:

08/31/2026

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.

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

At Workday, we are committed to providing an accessible and inclusive hiring experience where all candidates can fully demonstrate their skills. If you require assistance or an accommodation at any point, please email [e-mail].