Workday · 1 hour ago
Principal Managing Partner - Federal Government
McLean, VA
Full-time
Hybrid
Lead/Staff, Director/Executive
$164K/yr - $247K/yr
10+ years expWorkday is a Fortune 500 company and a leading AI platform for managing people, money, and agents. The Managing Partner in the Workday Government practice is responsible for the overall success of strategic Federal Government customers, focusing on deployment, customer relationships, and driving subscription revenue growth.
Artificial Intelligence (AI)Cloud ComputingEnterprise SoftwareHuman ResourcesSaaSSoftware
Responsibilities
Establish and manage relationships with customer executives and stakeholders creating a valued, long-term partnership with mutual accountability and serve as an extension of Workday leadership on assigned accounts
Maintain responsibility for Workday deployment and adoption success guiding customers in successful enterprise transformation, planning and implementation of new features and products - most notably with artificial intelligence, and cultivating the environment for additional services to support the customer’s strategy
Collaborate with Account Executives and Service Executives to help position and sell or upsell Workday product, deployment, and postproduction services, into your customer base and ensure they’re getting maximum value from the product
Provide advice to and participate in prospect sales cycles to help support implementation related activities that will become part of their portfolio
Drive customer self-sufficiency by ensuring customers understand what success looks like and how to engage with the Workday services and product organizations
Partner with workmates to position additional value available through in-subscription adoption, additional subscription products, or activation of offerings from our platform ecosystem
Guide large, partner-led accounts with significant complexity and deployment scope on behalf of our Federal Government customer base
Create and deliver MP-related deliverables with Success Plans, e.g. strategic and engagement plans
Provide direction and support to Workday and partner project teams especially as it relates to scope, budget, timeline, and critical deployment issues, may act as the point of contact to facilitate and resolve escalated customer and/or project issues
Engage other service resources as necessary to support account planning and feature adoption strategies
Leverage customer relationships as needed for prospect references
Qualification
Required
10+ years' experience deploying large, sophisticated Cloud SaaS ERP (HCM and/or Fins) solutions at a project and program manager level within the Federal Government and/or State & Local Government market
8+ years of developing and maintaining C-level relationships resulting in successful partnerships and strategic alignment
2+ years direct experience with a cloud-native HR and/or Finance software (such as Workday, SuccessFactors, NetSuite, or a similar product) as an implementation leader, business function owner, hands-on configuration resource, or workmate
Experience and active networks within the Federal Government market. Similar exposure to State & Local Government considered a benefit
Excellent stakeholder management skills, including the ability to identify key stakeholders, understand their needs, and effectively communicate and engage with them to build strong relationships and achieve organizational objectives, are vital
Ability to empower and lead a matrixed team of individuals at multiple levels within an organization
Ability to manage and prioritize multiple customers' demands balancing customer satisfaction with revenue and profitability targets
Have a dedication to continuous improvement in the way we serve our customers
Proven ability to develop and implement effective account strategies focused on building strong client relationships, identifying growth opportunities, and driving customer retention and revenue, is essential
Strong customer insights skills, with the ability to analyze customer data, identify trends, and provide actionable recommendations to improve customer satisfaction and inform business strategies, are highly valued
Exceptional relationship management skills are crucial, with a focus on building and maintaining strong relationships with clients, partners, and colleagues to foster collaboration, loyalty, and a positive work environment
Strong account planning skills, with the ability to analyze customer needs and develop targeted sales and marketing strategies to drive customer retention and revenue growth, are highly valued
Demonstrated credibility, built on honesty, expertise, and consistent communication to foster trust and confidence with stakeholders, is critical for success in this role
Strong customer engagement skills, with a focus on building relationships, driving customer satisfaction, and utilizing effective communication strategies to increase retention and sales growth, are essential
Strong ability to identify and understand customer needs through market research, feedback analysis, and problem-solving to inform product development, marketing strategies, and customer service improvements, is essential
Ability to travel up to 50%
Benefits
Workday Bonus Plan
Annual refresh stock grants
Company
Workday
Workday provides SaaS-based enterprise solutions for a company's human resources and financial management activities.
10001+ employees
H1B Sponsorship
Workday has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (278)
2024 (388)
2023 (262)
2022 (503)
2021 (290)
2020 (229)
Funding
Current Stage
Public CompanyTotal Funding
$2.23BKey Investors
Elliott Management Corp.New Enterprise AssociatesGreylock
2025-09-16Post Ipo Equity· $2B
2012-10-12IPO
2011-10-24Series F· $85M
Leadership Team
Aneel Bhusri
CEO and Co-Founder
Peter Bailis
Chief Technology Officer
Recent News
2025-12-30
2025-12-27
Company data provided by crunchbase