Federal Partner Alliances Director

Full Time • Mclean, VA, United States of America

156,100 - 265,800 (Yearly) Added 2 days, 4 hours ago

Summary

LOCATION

McLean, VA (Tyson's Corner), USA with 25% - 50% travel

QUALIFICATIONS

7+ years in Federal business development or partnership management; 5+ years in alliance management with a large ISV; experience in complex contract negotiations and understanding of ERP/HCM applications; Bachelor’s degree required, MBA preferred.

RESPONSIBILITIES

Manage and grow Federal partner relationships, develop joint marketing strategies, collaborate cross-functionally, create business plans, ensure service delivery excellence, and track partner performance against objectives.

INDUSTRY

Enterprise Software / Cloud Applications

SHORT DESCRIPTION

Seeking a Federal Partner Alliances Director to lead strategic relationships with Federal partners, focusing on alliance management and driving subscription revenue growth through innovation and collaboration.

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

We are growing our Federal partner team at Workday!

It's fun to work in a company where people truly believe in what they're doing. At Workday, we're committed to bringing passion and customer focus to the business of enterprise applications. We work hard, but like to have a good time too. In fact, we run our company with that principle in mind every day: Fun is a core value here.

About the Role

Are you a high energy individual who can manage multiple touch points, build positive relationships and work collaboratively to support the success of both Workday and our partner organization?

Workday is seeking a highly motivated individual to join our Federal Partner organization and lead the Federal relationships with several of our strategic System Integrators and AWS. Owning this partner relationship includes: alliance management, program management, contract management, governance, the collaboration with field alliances, and sales enablement organizations. Working cross functionally to translate business needs into impactful partner strategies and execution are critical to the success of the role. Workday maintains a highly exclusive partner ecosystem.

The Federal Partner Alliances Director will ensure the alliance relationship between the partners and Workday is positioned successfully to allow us to achieve strategic business objectives and drive new subscription revenue. Nurturing and crafting a high-performing partnership focused on strategic go-to market motions and ensuring service delivery excellence are paramount. By collaborating with the partner's services and sales leadership teams, you'll facilitate solution identification, co-innovation and joint go-to-market plans.

In addition, you'll also cultivate and develop relationships with the sales and services teams to drive solutions into the field and manage the steps vital for the partner to develop the service delivery capability to support these initiative. Success will be measured across two key metrics: service delivery excellence and impact on Workday’s subscription revenue.

Key Areas of Responsibility:

Create and foster executive level relationships and collaborate with practice leaders within the Federal and partner organization to grow Workday’s footprint and gain sponsorship for Workday subscription sales and services deployments
Focus on rapidly growing strategies across the partner firm, scaling the Workday practice, growing revenue, and driving joint innovation
Work closely with partner and Workday marketing to develop impactful field marketing events, collateral/assets, social media, blogs, and press
Represent the partner to Workday senior management team and multiple internal organizations such as sales, professional services, product development and technology, product management, product marketing, and others
Develop and execute annual strategic business plans to exceed joint revenue goals
Work with alliance partner leaders to understand key criteria & KPI’s for the alliance and keep management apprised of the health of the relationship
Leverage joint industry, solution, and market expertise to identify and drive innovative sales programs – leveraging the services and technology assets of the partner
Ensure partner’s organization is educated and enabled on Workday’s Federal growth strategy including introduction of new product launches and update releases
Serve as the key point of contact for partner escalations
Track and report investments and metrics against plan objectives and conduct quarterly business reviews
Drive and influence partner performance in these key areas: Customer Satisfaction, Security and Protecting the Ecosystem, Scale and scope of firm’s business model, Training and Education, Communications

About You

Basic Qualifications

7+ years track record in Federal business development or partnership management from start up to scale within a cloud-based company
5+ years of driving a high-performing alliance with a large ISV and Federal systems integrator focused on strategic go-to-market motions

Other Qualifications

Experience working and building complex contract negotiations in a high growth environment
Understanding of the partner ecosystem and competitive landscape of ERP/HCM cloud applications is strongly preferred
Current knowledge of Workday solutions is preferred
Strong dedication to customer success
Bachelor’s degree; MBA or advanced degree a plus
25% - 50% travel

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

Primary Location: USA.VA.McLean (Tyson's Corner)

Primary Location Base Pay Range: $172,600 USD - $258,800 USD

Additional US Location(s) Base Pay Range: $156,100 USD - $265,800 USD

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.

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

Tailor Your Resume to Match this Job!

Apply

Share with Friends!