Principal, Industry Ecosystem Strategy



Pleasanton, CA, USA
Posted on Tuesday, August 29, 2023

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

This team is responsible for transforming Workday’s industry motion – a critical part of achieving our strategic growth goal of $10B. This team is a fast paced, start-up-like environment, placing short term bets to iterate on a holistic, cross functional Industry model, while setting strategic direction to scale for the future. The Industry Ecosystem at Workday plays a crucial role in driving business growth by developing and nurturing partner ecosystems, identifying strategic opportunities, and implementing initiatives for accelerated innovation in the industry

About the Role

As a Principal, Industry Ecosystem Strategy, you will:

  • Mature and drive a program to unlock and grow strategic partnerships to accelerate the business plans of the industry sales and Go To Market teams
  • Translate the strategy and focus areas of the industry teams into partnership strategies and initiatives, focused about System Integrator partners and ISV partners.
  • Liaise with the industry managing directors and key partners to develop industry-specific offerings and end-to-end solutions on the Workday platform, as well as leveraging ISV and other alliance relationships.
  • Activate and enable the broader salesforce of the partners, beyond just the Workday practices, and the salesforce of Workday
  • Coordinate and collaborate with the teams across the organization, especially industry solution marketing, alliances, product and product strategy, pre sales, value management and sales to align on strategic focus areas, initiatives and objectives
  • Develop the methodology, playbooks and processes to allow for repeatedly and scaling these strategic partnerships successfull

About You

Basic Qualifications

  • 7-10 years of experience in related fields such as business development, partner management, or ecosystem strategy.
  • 6 years of experience in enterprise software development and/or application consulting in the enterprise software business.
  • 4 years of experience in driving innovation initiatives by working closely with internal stakeholders, partners, and customers.

Other Qualifications

  • Understanding and staying informed about industry trends, competitive landscape, and emerging technologies.
  • Ability to work well in a dynamic, fast-paced, matrixed environment and demonstrated initiative in taking ownership for all assigned responsibilities, deliverables, and results.
  • Excellent verbal and written communication skills
  • Experience in public speaking, presentation, and written communication directed at a technical and business audience at all levels of an organization.
  • Activate strategic partners to build and co-sell industry-specific transformational offerings to accelerate Workday’s growth and FINS sales as measured by an increase in presentation rate and a competitive win rate.
  • Actively engage with partners to establish relationships, and drive collaboration.
  • Collaborate with cross-functional teams to create joint-go-to-market strategies with partners.
  • Define key performance indicators (KPIs) to measure the success of ecosystem initiatives.
  • Maintain a high and accurate knowledge level of business concepts, business processes and efficiency factors to determine ways to increase performance and business excellence for prospects. This will include a strong knowledge of the competitive landscape.
  • Composition, maintenance, execution, and communication of Go-to-Market Plans and Business Plans for select industries.

Workday Pay Transparency Statement - United States

The annualized base salary ranges for the primary location and any additional locations in the United States (US) 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.CA.Pleasanton

Primary Location Base Pay Range: $172,800 - $259,200

Additional US Location(s) Base Pay Range: $151,200 - $259,200

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!