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Director, Channel Management

McLean, VA

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.

The Global Channel organization is focused on driving partner engagement across our entire GTM motion covering pipeline generation, pre-sales support, sales support, and deployment. We are responsible for developing and driving partner programs, recruiting and supporting partners, delivering sourced revenue, and ensuring operational excellence.About the Role

We are seeking a dedicated, highly motivated and results focused Channel Sales Leader to drive and expand Workday’s Channel motion in the US Federal market. This is a senior leadership position reporting to the Vice President of Global Channels. This role will require a strong background in both strategy and execution along with a desire to build scaled partner programs through cross-functional GTM motions.

This individual will own the North America Channel program from strategy development through to execution. This includes owning our existing programs comprising over 100 partners and also creating new programs and motions supporting all of Workday’s offerings.

The leader will be responsible for key activities such as forecasts and sales of our Channel partners, driving alignment between our field teams and our partners, building and executing partner business plans, and recruiting / onboarding new partners in the region.

The candidate will also collaborate cross functionally to ensure alignment in our joint GTM motions. This includes teams such as Product, Marketing, Finance, Legal, Sales, Alliances, and People teams.

This will require the leader to have an exceptional ability to collaboratively gather and analyze information, formulate and test hypotheses, independently lead problem-solving, develop and package recommendations for presentation to management, support execution and manage a broad set of cross-functional stakeholders.

If you have a stellar track record of success managing a team that sells software and SaaS solutions through partners across North America, are a self-starter, and love working in a dynamic environment, then Workday is the place for you. If you want to be part of something exciting we encourage you to apply!

Basic Qualifications (Director level): 

  • 10+ years working with the Federal Government
  • 7-10 years in channel sales experience
  • 5+ years leading a team

Basic Qualifications (Sr. Director level): 

  • 15+ years working with the Federal Government
  • 7-10 years in channel sales experience
  • 5+ years leading a team


Other Qualifications: 

  • Domain expertise in selling offerings in ERP solutions
  • Experience with strategy, execution, building, and scaling partner programs
  • Strong understanding of channel partner’s business model
  • Desire and ability to drive success in a high-growth environment
  • Exceptional people leadership skills
  • Outstanding interpersonal, communication, problem solving, tact and influencing skills

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations 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.VA.McLean (Tyson's Corner)

Primary Location Base Pay Range: $168,800 USD - $253,100 USD

Additional US Location(s) Base Pay Range: $168,800 USD - $253,100 USD

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!

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