Sr Partner Account Manager (PAM) – 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.

Responsibilities

- 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, ensuring 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 robust 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.

Qualifications

- 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.

Workday is committed to an accessible and inclusive hiring experience. If you require assistance or an accommodation at any point, please email

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📌 Sr Partner Account Manager (North Sydney Council)
🏢 Workday
📍 North Sydney Council