Principal Managing Partner

Requirements

• 8+ years' experience of large account management, leading both account and delivery teams for software vendors or global SIs
• 5+ years of experience in consulting or professional services, preferably with enterprise software solutions
• Proven track record of building and maintaining strong C-level relationships
• Deep understanding of digital transformation agendas and experience working on large-scale technology implementations
• Demonstrated success in driving customer happiness and achieving revenue growth
• Ability to articulate sophisticated ideas clearly and persuasively
• Ability to handle / prioritise multiple customer demands balancing customer happiness with revenue and profitability targets
• Leadership abilities to empower and coordinate a matrixed team of individuals at multiple levels within an organisation
• Experience implementing Workday is preferable

What the job involves

• The Principal Managing Partner is a trusted advisor and executive liaison, dedicated to cultivating deep and long term relationships with Workday's most strategic clients
• This role orchestrates a unified, cross-functional approach to deliver outstanding, differentiated customer experiences and ensures long-term partnership success
• The individual will lead and coordinate Workday's efforts across all lines of business (Sales, Pre-Sales, Services, Marketing, Product Management) orchestrating all Workday parties around a single, clearly articulated, three-year account/opportunity strategy
• To achieve success, this professional will ensure three critical elements are in place:
• A customer validated multi-year engagement roadmap Account & Opportunity Strategy Annual Plan
• This person will assist in all phases of the life cycle (pre-sales, initial deployment and production) executing against the agreed governance model, which includes assigned Executive Sponsors at each phase
• Nurture C-level Relationships: Foster strong, authentic connections with key C-level executives, understanding their strategic vision and encouraging trust
• Champion Customer Success: Serve as the primary advocate for customer needs, proactively identifying and addressing challenges to ensure their success
• Drive Strategic Alignment: Collaborate with the customer and internal teams to develop and implement a multi-year strategic roadmap that aligns with their business objectives and improves Workday's value proposition
• Orchestrate Cross-Functional Collaboration: Lead a unified approach across Sales, Services, Product, and Marketing, ensuring flawless communication and a cohesive customer experience
• Facilitate Executive Engagement: Arrange and participate in executive-level interactions, encouraging open dialogue and strategic alignment
• Uncover Growth Opportunities: Proactively identify expansion opportunities by deeply understanding the client's evolving needs and showcasing Workday's solutions
• Champion Innovation: Collaborate with Product teams to explore innovative solutions and incorporate client feedback into Workday's product roadmap
• Ensure Operational Excellence: Coordinate the seamless execution of ongoing engagements, ensuring high-quality service delivery and customer happiness
• Key Objectives:
• Cultivate deep and enduring relationships with C-level executives and their direct reports at key accounts
• Craft and implement strategic roadmaps that drive customer success and Workday growth
• Foster a culture of proactive customer advocacy and outstanding service delivery
• Expand Workday's footprint within accounts through strategic upsell and cross-sell opportunities
• Position Workday as a trusted strategic partner and innovation collaborator
• Drive customer self-sufficiency by ensuring a customer understands how to engage with our Customer Experience organization and use the features of their Workday Success Plan
• Engage the appropriate workmates to support account planning and feature adoption strategies