Principal Managing Partner - EMEA South
About the Role
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.
They will be measured by growth in Sales and Services revenues, renewal rates, SKU attachment including Financials, and customer happiness.
The targets and priorities are set with the Services and Sales Global and Regional Vice Presidents.
What You'll Be Doing
Orchestrate and owns the execution of the account strategy, incorporating sales, services, marketing, product and support other Workday organisations
You will work closely 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 & Services, with clearly articulated plans to develop new additional pipeline for the business
Accountable for day-to-day activities of Customer Base and Customer Success teams, on the accounts for customers in production
Provide oversight for all rollout 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 (Dublin), and product management design workshops.
Find opportunities alongside Customer Base Account Executives and facilitate the journey from pipeline to delivery
Develop long term C-level relationships; build and lead strong joint governance model; acts as the primary point of escalation (outside of standard ticket process but will have transparency of all issues)
Lead coordinated account planning and ensure Workday’s footprint is expanded with involvement of all relevant business areas and partners
Proactively identify customer problems and advise 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
Build account plans to support Workday and our Customers’ objectives
Executive management of feature adoption blueprint, to support up-sell opportunities
Partnership and innovation to support Design Partner Initiatives
Improved Executive and individual contributor alignment
About You
Basic Qualifications
8+ years’ experience of large account management, leading both account and delivery teams for software vendors or global SIs
5+ years of delivering / leading consulting engagements
5+ years of business experience in Sales and Consulting with sophisticated business IT solutions
Other Qualifications
Deep industry / domain expertise
Experience with long term planning of resources, technology and accounts
Ability to lead / prioritise multiple customers’ demands balancing customer happiness with revenue and profitability targets
Willingness to operate and assist at any level when required
Leadership abilities to empower and manage a matrixed team of individuals at multiple levels within an organisation
Outstanding interpersonal skills
General understanding of software license contracts and delivery of associated services
Experience with transformation projects and Workday.
Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.
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