Principal, Strategic Business Development - Third Party Resale Program Lead



Sales & Business Development
Las Vegas, NV, USA · San Diego, CA, USA · Portland, OR, USA · Sacramento, CA, USA · Phoenix, AZ, USA
Posted on Tuesday, September 19, 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

The Channels and Initiative team within the Global Partners Organization is a multifaceted group focused on driving ground-breaking partnership initiatives. Join us as we reshape the future of work and drive growth through innovative cross-functional collaborations.

About the Role

As a Strategic Business Development professional, you'll lead initiatives, playing a role in shaping our market presence. Your focus will include instituting a motion to enable transacting third-party partner solutions on Workday paper. This motion will improve competitive positioning, and enhance long-term customer satisfaction, aligning with business goals.


  • Forge a comprehensive go-to-market (GTM) strategy for product/service resale, covering offerings, pricing, partnership agreements, customer contracts, and joint-sales strategies.

  • Establish credibility, develop relationships with key stakeholders, and drive internal, matrixed alignment on strategy and execution of initiatives.

  • Articulate program status updates to senior management, conveying risks and offering recommendations. Thoughtfully communicate investment choices, trade-offs, and critical decisions required to drive effective GTM and operational outcomes.

  • Efficiently complete administrative/PMO tasks, craft insightful whitepapers, curate impactful presentations, and adeptly facilitate meetings. Your contributions will drive the initiative forward, ensuring seamless progress and effective communication.

  • Collaborate with EPPO Program Management and P&T owner(s) for seamless cross-functional execution.

About You

Basic Qualifications

  • 5+ years of experience building and managing partner relationships, as part of an alliance/partner organization for a mid to large Enterprise SaaS vendor(s).

  • 3+ years of hands-on experience leading and orchestrating strategic partnership initiatives within the realm of Enterprise SaaS.

  • 2+ years of experience formulating complex deals, and negotiating contracts related to go-to-market partnerships.

Other Qualifications

  • Proven track record building and managing successful partner resale programs, leveraging a deep understanding of best practices and effective methodologies.

  • Knowledge of Workday's GTM aprroach, including our sales process, operational processes, legal frameworks, and involved teams.

  • Familiarity with Workday's ecosystem of partners, including ISVs, Services Partners, Payroll Services Providers, and Time Clock vendors.

  • Self-starter with a high level of self-motivation, flexibility, and excellent communication skills.

  • Methodical approach with exceptional organizational skills to handle multiple projects concurrently.

  • Analytical problem solver quickly grasping complex matters.

  • High integrity and dedication to quality.

  • Experience conceiving new business models and incubating initiatives.

  • Expertise with collaboration tools (G Suite, Zoom, Slack, and Smartsheet)

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: $163,200 - $244,800

Additional US Location(s) Base Pay Range: $146,900 - $244,800

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!