Principal Managing Partner - DACH

Your work days are brighter here.

At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That’s why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don’t need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here.

About the Team

The Managing Partner is an individual contributor role that works as the executive services lead, assigned to one or more Premium or Strategic accounts. They help deepen and expand Workday's relationship with large global customers.
They are accountable for customer happiness, reference-ability of the customer throughout the lifecycle, and identifying up-sell opportunities.

About the Role

The individual will lead and coordinate Workday’s efforts across all lines of business (Sales, Pre-Sales, Services, Marketing, Product Management) orchestrating all Workday parties around a single, clearly articulated, three-year account/opportunity strategy

To achieve success, this professional will ensure three critical elements are in place:

A customer validated multi-year engagement roadmap Account & Opportunity Strategy Annual Plan

This person will assist in all phases of the life cycle (pre-sales, initial deployment and production) executing against the agreed governance model, which includes assigned Executive Sponsors at each phase.

They will be measured by growth in Sales and Services revenues, renewal rates, SKU attachment including Financials, and customer happiness. The targets and priorities are set with the Services and Sales Global and Regional Vice Presidents.

What You'll Be Doing

• Orchestrate and owns the execution of the account strategy, incorporating sales, services, marketing, product and support other Workday organisations

• You will work closely with the Account Executives in the sales teams, plus the Regional Sales Directors, to ensure appropriate alignment and use of extended customer network

• Establish strong governance model between Sales & Services, with clearly articulated plans to develop new additional pipeline for the business

• Accountable for day-to-day activities of Customer Base and Customer Success teams, on the accounts for customers in production

• Provide oversight for all rollout activities for customers while in the initial deployment phase - the assigned Engagement Manager will provide day to day management

• Coordinate all customer facing functions outside of ticket generated support requests, and direct implementation activity. This will include Executive Sponsor Engagement, regular visits to regional HQ (Dublin), and product management design workshops.

• Find opportunities alongside Customer Base Account Executives and facilitate the journey from pipeline to delivery

• Develop long term C-level relationships; build and lead strong joint governance model; acts as the primary point of escalation (outside of standard ticket process – but will have transparency of all issues)

• Lead coordinated account planning and ensure Workday’s footprint is expanded with involvement of all relevant business areas and partners

• Proactively identify customer problems and advise the customer towards self-sufficient Workday solutions

• Drive Product and Services adoption and protect Premium Services revenue

• Provide leadership around Value Management and Realisation exercise outcomes, enabling connection of the Value Realisation team

• Quality Assurance of all Services contract amendments before final release

Key Objectives

• Strategic focus on our highest revenue accounts at Executive level

• Build account plans to support Workday and our Customers’ objectives

• Executive management of feature adoption blueprint, to support up-sell opportunities

• Partnership and innovation to support Design Partner Initiatives

• Improved Executive and individual contributor alignment

About You

Basic Qualifications

• 8+ years’ experience of large account management, leading both account and delivery teams for software vendors or global SIs

• 5+ years of delivering / leading consulting engagements

• 5+ years of business experience in Sales and Consulting with sophisticated business IT solutions

Other Qualifications

• Deep industry/domain expertise

• Experience with long term planning of resources, technology and accounts

• Ability to lead / prioritise multiple customers’ demands balancing customer happiness with revenue and profitability targets

• Willingness to operate and assist at any level when required

• Leadership abilities to empower and manage a matrixed team of individuals at multiple levels within an organisation

• Outstanding interpersonal skills

• General understanding of software license contracts and delivery of associated services

• Experience with transformation projects and Workday.

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.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!