Principal Partner Sales Executive

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.

As a Principal Partner Sales Executive, you will own execution across a defined portfolio of partners in India. You will manage day-to-day partner relationships, run joint go-to-market plans, and help partners meet their pipeline and revenue goals. You'll work closely with the India sales team so that partner-sourced and partner-influenced opportunities move smoothly from first conversation to close.

Responsibilities:

• Work with partners and the India sales team to build and progress pipeline, and manage partner-related deals through to close.
• Prepare partner sales teams on Workday's offerings and go-to-market approach, and help partners earn and maintain the certifications they need.
• Build and run joint go-to-market plans with your partners, including regular business reviews and executive check-ins to track progress and address risks.
• Identify and onboard new referral, alliance, and global systems integrator partners, as well as AI, Workday GO, FINS, and value-added reseller partners for the region.
• Connect partner leaders with Workday's Sales, Marketing, and Professional Services teams to build alignment on plans for individual accounts and industries.
• Serve as the main point of contact for your partner portfolio, including for day-to-day questions or issues that come up.

Basic Qualifications

• 10+ years of relevant experience in technology sales, channel sales, or alliance management, ideally within the SaaS or enterprise software industry.
• Experience managing partner relationships and joint go-to-market plans that deliver measurable pipeline and revenue outcomes.

Other Qualifications

• Channel partner management: You've built and managed relationships with partners, including recruiting new partners and helping them grow their practice and delivery quality.
• Deal and pipeline management: You're comfortable managing opportunities from early pipeline through to close, and have a track record of meeting sourcing and influencing targets.
• Go-to-market planning: You've built and run joint plans with partners across industries, including business reviews and governance to track progress.
• Relationship building and stakeholder alignment: You connect people across organizations, building trust and alignment between partner and internal teams at all levels, including senior leaders.
• Business development: You've identified and brought on new types of partners (for example, in AI or emerging technology areas) to expand a company's reach into new markets or segments.
• Comfort with data and tools: You're familiar with CRM and partner-tracking tools (for example, SFDC or Partner Center) and are comfortable using data to prepare partner reviews and guide decisions; experience with Sigma is a plus.

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