Principal Partner Account Manager - MSPs

Workday; United States; On-site; USD 140,000 - 210,000; Full time

Job summary

Workday is seeking a Principal Partner Account Manager in North America to lead end-to-end MSP relationships and drive revenue growth through strategic partnerships. You will shape partner plans, coordinate with sales and services, and identify innovative opportunities to expand our enterprise ecosystem.

The role emphasizes cross-functional collaboration, market expansion, and delivering measurable outcomes for customers and partners within a fast-paced, growth-oriented environment.

Qualifications

• 8+ years of experience in Partner Management or a related SaaS/Cloud/AI field.
• Experience managing Enterprise MSPs such as Wipro, Infosys, DXC and TCS.
• 4+ years in developing and executing partner business plans that drive revenue growth and customer success.
• 4+ years of managing complex partner relationships, including delivery quality, escalations, and performance.

Responsibilities

• Manage the 360-degree relationship with a portfolio of MSPs, including revenue contributions, delivery quality, escalations, and partner innovations.
• Develop and execute annual partner plans, including account mapping and performance management against targets.
• Drive practice growth and go-to-market plans aligned to Workday's Sales and Services organizations within North America.
• Identify solutions and innovation opportunities within the partner ecosystem to support Workday's product and services strategy.
• Lead demand generation efforts and sourced opportunities through partner channels to drive new subscription revenue.
• Collaborate cross-functionally with Partner Sales, Partner Success, Sales and Services leadership to ensure unified execution and partner success.

Skills

Partner Management

Alliance Management

Channel Management

Go-to-Market Strategy

Revenue Growth

Relationship Building

Negotiation

Strategic Partnerships

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.

The Partner Management team is part of Workday's Global Partner Organization, and we play a vital role in driving Workday's growth and customer success through our services partner ecosystem. We manage the full 360-degree relationship with Workday's Services Partners, including revenue contributions and growth, delivery quality, partner expansions, partner innovation, demand generation, and sourced opportunities.

Our team works hand-in-hand with partners to build annual partner plans, conduct account mapping, and manage performance against targets throughout the year. We are a supportive, fast-paced team that is energized by resolving challenges and finding creative ways to manage workload and priorities. If you enjoy building meaningful partnerships that directly impact business outcomes and customer success, this is a team where your contributions will be visible and valued.

About the Role

As a Principal Partner Account Manager within the Global Partner Organization, you will lead outcome-driven results and partner relationships with Enterprise Managed Service Providers (MSPs) such as Wipro, Infosys, DXC and TCS. This is an opportunity to shape how Workday grows through its partner ecosystem, ensuring our partner relationships are outstanding and differentiated.

Working in concert with the Partner Sales, Partner Success, Sales and Services leadership teams, you will drive practice growth, solution identification, AI innovation, and go-to-market plans within North America, aligned to the Workday Sales and Services organizations. Your ability to develop and translate a business plan into results will be essential to helping Workday achieve its business objectives, drive new subscription revenue, and grow customer success.

In this role, you will be responsible for:

• Managing the 360-degree relationship with a portfolio of MSPs, including revenue contributions, delivery quality, escalations, and partner innovations
• Developing and executing annual partner plans, including account mapping and performance management against targets
• Driving practice growth and go-to-market plans aligned to Workday's Sales and Services organizations within North America
• Identifying solutions and innovation opportunities within the partner ecosystem to support Workday's product and services strategy
• Leading demand generation efforts and sourced opportunities through partner channels to drive new subscription revenue
• Collaborating cross-functionally with Partner Sales, Partner Success, Sales and Services leadership to ensure unified execution and partner success

About You

Basic Qualifications

• 8+ years of experience in Partner Management, Partner Development, Alliance Management, Channel Management, or a related field within a SaaS, Cloud or AI company with specific experience managing Enterprise MSP such as Wipro, Infosys, DXC and TCS.
• 4+ year of experience developing and executing partner business plans that drive measurable revenue growth and customer success
• 4+ years of experience managing complex partner relationships, including navigating delivery quality, escalations, and partner performance

Other Qualifications

• Proven ability to build and maintain long-term partner relationships across geographies and organizational cultures
• Skilled in structuring and managing strategic alliances, including identifying potential partners, negotiating partnership terms, and tracking value delivered
• Adept at planning and executing go-to-market strategies, including assessing customer needs, partner landscape, and sales/marketing approach
• Track record of identifying and executing business development opportunities based on market trends and partner relationships
• Demonstrated success building and managing a sales or partner pipeline, including forecasting and conversion optimizati