Director of Channel Partner GTM Strategy and Operations, Workday
Adaptive Planning
$158.1-280.8k
Salary dependent on location
Office located in Boulder, CO or Pleasanton, CA
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
$158.1-280.8k
Salary dependent on location
Office located in Boulder, CO or Pleasanton, CA
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: 8+ years of experience in Sales or Revenue Operations, Channel Strategy, Business Development, or Partner Success within the SaaS industry
- Strategic Leadership: Proven track record of building GTM functions from the ground up, ideally within a "start-up" business unit of a large enterprise
- Matrix Navigation: Demonstrated ability to influence senior stakeholders and lead cross-functional initiatives in a complex, matrixed corporate environment
- Data Fluency: Expert-level ability to translate raw data into actionable insights, utilizing tools like Salesforce, Tableau, or Adaptive Planning itself to drive decision-making
- Entrepreneurial Mindset: A "player-coach" mentality—willing to design the slide deck and the spreadsheet one hour, and present to an SVP the next
- Domain Expertise: Deep understanding of the US Medium Enterprise (ME) segment and the nuances of indirect sales motions (VARs, SIs, and Referral partners)
- Executive Presence: Comfortable and persuasive in front of senior executives, both internally and externally
- Industry Agnostic, Sub-Industry Specific: Ability to quickly pivot and build tailored strategies for diverse verticals
- Revenue Accountability: A high degree of personal ownership over results; you will own when your performance is directly tied to business unit growth
What the job involves
- As the Director of Channel Partner GTM Strategy and Operations for Adaptive Planning, you will be a founding architect of our new growth engine in the US Medium Enterprise (ME) and SMB market
- Reporting directly to the Head of Partners for Adaptive Planning, you will bridge the gap between high-level vision and operational execution
- This is a senior, high-influence individual contributor role designed for an entrepreneurial leader who can design a sub-industry targeting strategy, build the operational scaffolding to support it, and drive accountability and results across a heavily matrixed organization
- You will not just recommend the path forward—you will build the mechanisms that ensure we win
- GTM Strategy Development: Support and execute the Adaptive Planning channel partner GTM strategy, specifically identifying and segmenting sub-industries within the US ME market for maximum penetration, working closely with Workday’s Global Partner Organization
- Growth Accountability: Drive measurable impact by owning the partner-sourced and partner-influenced revenue targets for Adaptive’s US ME market; establish the forecasting cadence, pipeline hygiene, and performance recovery plans necessary to ensure consistent over-achievement against growth quotas
- Operational Architecture: Design and manage the end-to-end partner operational model, including lead flow, co-selling motions, and rules of engagement between Adaptive Planning and Workday Core Sales and Partner teams
- Strategic Advisory: Act as the primary thought-partner within the Planning Business Unit, providing data-driven recommendations on resource allocation, investment, and partner selection
- Performance Management: Establish and own the "source of truth" for reporting; define KPIs, evaluation criteria, and MBR cadences to measure partner health and PBU growth
- Matrix Orchestration: Navigate, collaborate and influence Workday’s broader ecosystem, ensuring alignment with Core Sales, Global Partner Organizations, and Marketing to ensure alignment and eliminate friction
- Enablement & Content: Design, influence, and deliver (as needed) high-impact enablement content and playbooks to ensure partners are equipped to sell the value of Adaptive Planning
- Field Engagement: Represent the Adaptive Planning business in high-stakes meetings with customers and strategic partners, demonstrating executive presence and deep domain expertise
Application process
- End Date: February 27, 2026
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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