Senior Director, Head of Apj Channels

1 week ago

Singapore Workday Full time

**Do what you love. Love what you do.**

At Workday, we help the world’s largest organizations adapt to what’s next by bringing finance, HR, and planning into a single enterprise cloud. We work hard, and we’re serious about what we do. But we like to have fun, too. We put people first, celebrate diversity, drive innovation, and do good in the communities where we live and work.

**About the Team**
The Channel organization is focused on driving partner outcomes across our entire GTM motion covering pipeline generation, pre-sales support, sales support, and deployment. We are responsible for developing and executing partner programs, recruiting and supporting partners, and ensuring operational excellence. We are a global, cross-functional team working closely with all functional groups at Workday and at our partners.

**About the Role**

The Senior Director of APJ Channels will be responsible for driving go-to-market engagements with our partner ecosystem. We have a global network of partners that are actively growing our customer base and revenue streams. Our partners are critical to our GTM motions and work very closely with all our WDAY teams from marketing to pre-sales to sales and customer success.

Duties and Responsibilities:

- Own the evolution and execution of our channel program in APJ
- Identify new partnership opportunities across the APJ region
- Develop a plan to enhance these partnerships and accelerate new business acquisition by truly understanding the sweet spot of each partner and then developing relationships and business plans accordingly
- Enable and/or support the development of new initiatives in cooperation with Alliances, Marketing, Operations, Pre-Sales, Product Management, Sales, and other internal teams to drive new monetization
- Establish and maintain critical relationships within the assigned partners with specific emphasis toward growing that partner business and increasing high quality lead flow
- Represent the interests of the assigned partners to drive engagement and focus internally
- Lead and influence a team of Channel Directors, Channel Enablement, and Channel Marketing across APJ
- Be accountable for the channel sales target and forecast
- Ensure ‘Customer First’ type of thinking for all partner planning.
- Ensure commitment from the partners for revenue goals, pipeline development, focus and capabilities critical for GTM and customer success

**About You**
- Must have 10+ years of previous SaaS software sales including channel/business development and management experience
- Familiar with different GTM motions and buying patterns across APJ
- Familiar with partner ecosystems across APJ
- Experience across multiple partner motions including re-selling, co-selling, referring, MSP, and deployment/services models
- Ideally will have domain expertise in selling Enterprise Resource Planning, Analytics, and/or Human Capital Management solutions
- Previous history managing partner relationships, including business plans, strategies, and forecasts
- Must have Bachelor’s degree or higher
- Ability and flexibility for travel as needed - approximately 50% travel

**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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