Channel Account Executive, Workday
Services & Tech & media
+ RSUs
Enterprise AI platform for managing HR and finance
Be an early applicant
Enterprise AI platform for managing HR and finance
1001+ employees
Be an early applicant
+ RSUs
1001+ employees
Company mission
To leverage the power of AI to elevate humans and supercharge work, moving business forever forward.
Role
Who you are
- Experience: 5+ years of demonstrable success in channel sales, partner management, or business development within the enterprise software, SaaS, or technology sector
- Industry Knowledge: Proven ability to understand and articulate the business value of complex enterprise software solutions (e.g., Cloud ERP, Analytics, Industry-specific SaaS)
- Sales Acumen: Verifiable track record of meeting or exceeding multi-million dollar annual sales or channel revenue quotas
- Education: Bachelor's degree in Business, Marketing, or a related field; a technical degree or equivalent practical experience is a plus
- Tool Proficiency: Expertise in using CRM software (e.g., Salesforce, Dynamics) for pipeline management, forecasting, and reporting
- Strong executive presence and presentation skills; comfortable engaging with C-level audiences
- Deep understanding of different partner business models (VAR, SI, MSP, OEM, Distributor) and how to drive profitability for each
- Proven ability to work effectively in a highly matrixed organization, getting results through influence rather than direct authority
- Willingness and ability to travel up to 50% within the assigned territory
What the job involves
- The Channel Account Executive (CAE) is a critical, highly strategic sales role responsible for managing and growing the company's relationships with third-party partners—including Value Added Resellers (VARs) —to drive indirect revenue growth for our enterprise software solutions.
- This role functions as the primary link between our organization and the partner ecosystem, requiring a blend of sales acuity, strategic relationship management, and deep product knowledge
- Develop and Implement Joint Business Plans: Create, maintain, and follow through annual and quarterly business plans (QBPs) with top-tier partners, including defined revenue targets, marketing activities, training schedules, and pipeline generation goals
- Recruitment and Onboarding: Actively identify, recruit, and onboard new partners who align with geographic, industry, and technical gaps in the existing channel network to expand market reach
- Performance Management: Lead the overall performance of the assigned partner portfolio, regularly monitoring and reporting on partner sales activity, pipeline health, and key performance indicators (KPIs)
- Enablement and Training: Work with Value Added Reseller resources to deliver comprehensive sales, product, and technical training to customers, ensuring they are fully equipped to position and sell Workday
- Opportunity Management: Sell to customers through Value Added Resellers, working to register, qualify, and sell large, complex enterprise opportunities through the entire sales cycle
- Forecasting and Pipeline: Maintain a consistent and accurate sales forecast for all VAR business within the assigned territory
- Cultivate Executive Relationships: Build and maintain strong, trusted relationships with executive leadership, sales management, and key stakeholders within the partner organizations
- Conflict Resolution: Proactively manage channel conflict by establishing clear rules of engagement and facilitating resolution between partners and the direct sales organization to ensure a smooth customer experience
- Partner Advocacy: Serve as the "voice of the partner" internally, communicating partner needs and market feedback to internal teams such as Field Sales, Product Management, Marketing, and Customer Success
Our take
Workday is a cloud-based software vendor that provides management of workforces and finances. The company uses a single database for workforce management and financial management to offer integration and optimize business intelligence across companies. It has added to the packages and tools it offers over the years, providing analytic options that allow companies to combine third-party data with information collected by Workday.
The company has also grown through acquisitions and partnerships to broaden its capabilities.. Most recently, in 2025 it purchases Sana, an AI-driven enterprise knowledge and learning platform, to create a "new front door for work". This acquisition allows Workday to integrate Sana's AI-powered search, agents, and learning capabilities with its own data and workflows, allowing employees to access information, automate tasks, and complete their day entirely within Workday.
Through a combination of strategic acquisitions and in-house development, WOrkday has built a comprehensive suite of HR, financial, and enterprise tools. By focusing on innovation and AI-driven workflows, the company continues to push productivity and decision-making for organizations worldwide. Building on this track record, Workday is very much positioned for even more growth, reinforcing its status as a leader in shaping the future of work.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2011
$85m
SERIES F
Apr 2009
$75m
SERIES E
Total funding: $215.3m
Company HQ
Pleasanton, CA
Leadership
Aneel Bhusri
(Co-Founder & Executive Chair)Annel began his career at Morgan Stanley as a Corporate Finance Analyst. He then spent nearly 6 years at PeopleSoft as a Senior VP before co-founding Workday in 2005, where he has served as the CEO ever since.
Carl Eschenbach
(CEO)Carl joined Workday in 2022 as Co-CEO, becoming CEO in 2024. He has also been a Partner at Sequoia Capital since 2016. Previously, he spent 14 years at VMware as President and COO and 3 years at Inktomi Corporation as the VP of North America Sales.
Peter Bailis
(CTO)Prior to joining Workday in 2025, People was a VP of Engineering at Google. He also previously founded Sisu Data, where he served as the CEO for over 5 years.
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