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
As the Managing Partner in our SLED practice, you are responsible for the overall success of an assigned group of highly valued and strategic deploying and production customers. The role develops and maintains customer executive relationships creating a vibrant partnership, curates a remarkable experience for our customers that leads to renewal and growth, actively addresses deployment risks and facilitates the successful deployment of the Workday solution, advocates for customers and facilitates Workday’s response to opportunities to create enduring value. 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.
- 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 State & Local Government and/or Higher Education market
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 State & Local Government and/or Higher Education market. Similar exposure to government is 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.
Advanced 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.
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’s comprehensive benefits, please click here.
