Managing Partner, Premium Accounts at Workday

This person will assist in all phases of the lifecycle (pre-sales, initial deployment and production) executing against the Workday agreed governance model, which includes assigned Executive Sponsors at each phase.

They will be measured by growth in Sales and Services revenues, renewal rates, SKU attachment including Financials, and customer satisfaction. The targets and priorities are set with the Services and Sales Global and Regional Vice Presidents.
What You'll Be Doing

• Orchestrates and leads the execution of the account strategy, incorporating sales, services, marketing, product and support other Workday organisations
• Work closely aligned with the Account Executives in the sales teams, plus the Regional Sales Directors, to ensure appropriate alignment and use of extended customer network
• Establish strong governance model between Sales (Account Executives) & Services, with clearly articulated plans to develop new additional pipeline for the business
• Accountable for day to day activities of the Customer Base and Customer Success teams, on the account for customers in production
• Provide oversight for all roll-out activities for customers while in the initial deployment phase - the assigned Engagement Manager will provide day to day management
• Coordinate all customer facing functions outside of ticket generated support requests, and direct implementation activity. This will include Executive Sponsor Engagement, regular visits to regional HQ (Pleasanton and Dublin), and product management design workshops.
• Complete the long term business strategy plan
• Identify opportunities alongside the Account Executives and then facilitate the journey from pipeline to delivery
• Develop long term C-level relationships; create and manage strong joint governance model; acts as primary point of escalation (outside of standard ticket process – but will have visibility of all escalations)
• Lead integrated account planning and ensure Workday’s footprint is expanded with involvement of all relevant business areas and partners
• Proactively identify customer problems and direct the customer towards self-sufficient Workday solutions
• Drive Product and Services adoption and protect Premium Services revenue
• Provide leadership around Value Management and Realisation exercise outcomes, enabling connection of the Value Realisation team
• Quality Assurance of all Services contract amendments before final release

Key Objectives

• Strategic focus on our highest revenue accounts at Executive level
• Account planning to support Workday’s and our Customers’ objectives
• Executive management of feature adoption blueprint, to support up-sell opportunities
• Collaboration and innovation to support Design Partner Initiatives
• Improved Executive and individual contributor alignment

Work Experience

• Extensive business experience in Sales and Consulting with complex business IT solutions
• Deep industry/domain expertise
• Proven experience of large account management, leading account and delivery teams
• Experience with long term planning of resources, technology and accounts
• Ability to manage / prioritise multiple customer demands balancing customer satisfaction with revenue and profitability targets
• Willingness to operate and assist at any level when required
• Leadership abilities to motivate and manage a matrixed team of individuals at multiple levels within an organisation
• Exceptional communication skills
• Any other European language skills a plus
• Good understanding of European privacy laws
• General understanding of software license contracts and delivery of associated services
• Experience in complex negotiations