Senior Partner Account Manager

Title: Sr Partner Account Manager

Location: North Sydney, Melbourne Australia

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

The Workday Global Partners Organization (GPO) is responsible for building and scaling a high‑performing partner ecosystem that accelerates customer success and Workday growth. We collaborate closely with Sales, Services, Marketing, and Product teams to drive partner‑sourced and partner‑influenced pipeline, ensure practice readiness, and deliver a consistent experience for our customers through our partners.

About the Role

As a Sr Partner Account Manager (PAM) for Australia, you are the primary strategic owner of a portfolio of high‑impact partners. You are responsible for overall partner strategy and development, including growth strategy, practice health, delivery quality, and enablement, ensuring partners are on a successful trajectory and aligned with Workday's priorities.

You will lead joint business planning, performance management, and multi‑stakeholder coordination across Sales, Services, Marketing, and Customer Success. You will also act as the "voice of the partner" internally and a trusted advisor to partner executives.

In this role, you will be responsible for:

Partner strategy, growth & practice health

• Serve as the primary Workday point of contact and strategic leader for assigned partners, owning the multi‑year partner strategy and execution plan.

• Define and drive growth strategies across partner‑sourced and partner‑influenced pipeline, bookings, and customer expansion, aligned to regional and global GTM priorities.

• Assess and guide practice health, including capacity, capability, certifications, deployment quality, and customer satisfaction, leveraging programs such as the Partner Collaboration Program and related enablement.

Joint business planning & performance management

• Lead the creation and execution of annual joint business plans with partners, covering revenue targets, pipeline, solution focus areas, certifications, marketing, and customer success, and ensure plans are visible and maintained via Partner Center/SFDC.

• Run structured governance rhythms (QBRs, MBRs, executive check‑ins) with partner leadership and internal stakeholders, driving accountability against agreed goals and corrective actions as needed.

• Monitor key performance indicators (pipeline coverage, win rates, attach rates, deployment outcomes, growth reporting, certifications) and proactively identify risks and opportunities.

Sales & opportunity collaboration

• Partner with Channel Account Executives, Partner Sales Executives, and Field AEs to align on coverage models, segmentation, and rules of engagement for partner‑led and co‑sell opportunities.

• Jointly manage and forecast pipeline with partners, participating in weekly forecast calls and leveraging sales stage templates and progression guides to ensure deal quality and accuracy.

• Support resolution of channel conflicts and complex deal structures through effective stakeholder management and data‑driven recommendations.

Enablement, marketing & customer success

• Orchestrate partner enablement across sales, solution consulting, deployment, and support, ensuring partners complete required onboarding, certifications, and advanced accreditations.

• Collaborate with Partner Marketing on joint campaigns, events, and marketplace initiatives that build partner awareness and pipeline in Australia.

• Ensure partners support strong customer success outcomes, including growth reporting, adoption, and expansion, working with Customer Success and Services counterparts as needed.

Leadership & advocacy

• Act as the internal advocate for your partners, representing their perspective in sales, product, and program discussions, while upholding Workday standards and strategy.

• Contribute to the evolution of partner programs, processes, and tools by sharing best practices and feedback from the field.

• Coach and mentor more junior Partner Managers and cross‑functional colleagues on partner engagement best practices.

About You

Basic Qualifications

• 8+ years of experience in partner management, channel sales, alliances, or business development in enterprise SaaS/Cloud, consulting, or related fields.

• Proven track record managing strategic partners or alliances in ANZ, preferably with experience across SI, VAR, or referral models.

• Demonstrated experience building and executing joint business plans with measurable revenue and practice outcomes.

Other qualifications

• Strong relationship‑building and communication skills, with the ability to collaborate effectively across sales, services, marketing, and operations teams.

• Comfortable working with data: tracking performance metrics, preparing partner reviews, and turning insights into actions.

• Interest in partner business models (services, resell, referral), with a desire to grow into owning more strategic partner portfolios over time.

• High learning agility and curiosity about Workday products, programs, and the partner landscape.

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.