Principal, Partner Growth Manager - Adaptive Planning

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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 Planning Business Unit is responsible for driving Adaptive Planning pipeline and revenue growth, partners are a critical part of this success.

At Workday, you're not just another employee—you're part of a vibrant community built on excellence, teamwork, and forward thinking. Surrounded by industry experts and innovators, you'll have opportunities to expand your skill set and drive your career forward in an environment that prioritizes personal and professional growth.

At Workday, you're not just another employee—you're part of a vibrant community built on excellence, teamwork, and forward thinking. Surrounded by industry experts and innovators, you'll have opportunities to expand your skill set and drive your career forward in an environment that prioritises personal and professional growth.

About the Role

The role is responsible for empowering and accelerating the success of Workday’s Adaptive Planning ecosystem across the APAC & nominated EMEA regions. The team focuses on ensuring that all channel partners — including global system integrators (GSIs), regional partners, and boutique consultancies — are fully enabled to deliver high-quality Planning implementations and industry-aligned solutions that drive customer success.

This role will lead Workday’s enablement efforts specifically for Planning-focused partners across APAC, leveraging cross functionally across the global Planning Business Unit for consistency and alignment. It will be instrumental in shaping, executing, and governing the partner enablement strategy to ensure capability readiness, solution excellence, and delivery quality.

Key Responsibilities

1. Industry Solution Definition and Formation

• Collaborate with Workday’s industry teams, solution consulting, and alliances teams to define opportunities for industry-specific Planning solutions and use cases tailored to key verticals.

• Facilitate co-innovation initiatives with partners to create repeatable solution assets (e.g., templates, accelerators, dashboards) that align with customer needs and Adaptive Planning best practices.

• Support go-to-market readiness by aligning industry solution messaging, enablement materials, and success stories across the partner ecosystem.

• Establish frameworks for industry specialisation among partners to strengthen market differentiation and drive deeper customer engagement.

2. Solution Consulting Certification and Quality Management

• Drive the Adaptive Planning Solution Consultant certification journey for partners, ensuring individuals meet Workday’s standards.

• Oversee the enablement curriculum and certification pathways in APAC, leveraging Workday Global Education and Partner Enablement frameworks.

• Monitor partner competency metrics such as certification completion, proficiency scores, and field performance to ensure quality consistency across APAC & EMEA.

• Provide ongoing feedback loops to improve the certification content, practical exercises, and assessment processes based on field insights.

3. Services Project Quality Management

• Partner with Workday Delivery Assurance and Services teams to establish and enforce quality governance frameworks for partner-led projects.

• Support partner project reviews, delivery audits, and corrective action plans to maintain implementation excellence and customer satisfaction.

• Develop and deliver post-implementation review programs to capture lessons learned, best practices, and improvement opportunities.

• Act as a trusted advisor to partners, helping them build scalable delivery models, strengthen methodology alignment, and maintain Workday’s delivery standards.

• Collaborate with the Global Service Delivery Team to ensure local alignment in APAC & EMEA.

Success in This Role Will Be Measured By

1. Partner-Sourced Pipeline & Revenue Performance

KPI: Partner-sourced pipeline contribution and ACV bookings >40% of total qualified pipeline sourced by partners

• Pipeline coverage of 4x partner quota capacity

2. Partner Activation & Productivity

KPI: Partner Activation Rate: Percentage of onboarded partners actively identifying opportunities, advancing pipeline stages, and delivering projects.

• > 60% of priority partners active in pipeline creation

• Year-on-year increase in partner-led deal volume and deal siz

3. Commercialisation of Industry Solutions

KPI: Incremental pipeline and ACV from industry-specific solutions  

• Defined industry solutions contributing 25% of partner-sourced pipeline

• At least 3 repeatable industry plays scaled across the partner ecosystem

4. Opportunity Velocity & Partner Autonomy

KPI: Sales cycle duration for partner-led opportunities

• 30% reduction in average sales cycle time for partner-led deals

• Increased percentage of deals progressed independently by partners through agreed sales stages

5. Scaled Sales Plays & Time-to-Value

KPI: Adoption and effectiveness of repeatable sales motions (e.g. FastStart, pre-packaged offerings)

• > 50% of partner-led deals leveraging pre-packaged solutions

• Fixed-cost, fixed-scope offerings reducing implementation timelines by 40%

• Improved win rates for opportunities using standardised partner sales plays

6. Net Revenue Retention & Customer Expansion

KPI: Net Revenue Retention (NRR) and expansion ACV for partner-delivered customers

• NRR >110% for partner-serviced accounts

  • High-quality services delivery measured through implementation success, adoption metrics, and customer satisfaction

  • Measurable expansion in product adoption, functionality usage, and incremental ACV

About You

We are seeking a Strategic Operator who can work with partners to ensure continued investment in building an Adaptive practice that is focused on sales velocity in addition to developing and delivering product specific training to enable channel partner sales and presales and consulting teams. 

You have experience demonstrating and training planning, modeling, reporting, and analysis software in a high-growth, enterprise environment.

Basic Qualifications:

• 8+ years experience leading consulting or enablement programs.

• 5+ years in presenting software solutions in front of both technical and business audiences.

• Experience facilitating training seminars, workshops, technology talks, and web training for internal and external teams.

• Experience coordinating with cross-functional teams including sales, presales, alliances, services, and sales enablement to deliver programs and campaigns that drive measurable improvements to channel performance.

• Experience designing and delivering channel partner accreditation programs and product update enablement.

• Ability to travel up to 50% of the time

Other Qualifications:

• Independent self-starter able to work optimally with minimal direction

• Proven track record in a Presales, Sales Consulting or Channel Technical Sales 

• Experience in a fast-paced, agile work environment.

• Excellent verbal and written communication skills.

• Strong problem solving and critical thinking skills.

• Sophisticated analytical and problem-solving skills with the ability to learn and apply technologies to address business challenges

• Experience providing strategic input to the sales process.

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.

At Workday, we are committed to providing an accessible and inclusive hiring experience where all candidates can fully demonstrate their skills. If you require assistance or an accommodation at any point, please email accommodations@workday.com.

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