Principal Partner Sales Executive in Toronto

Your work days are brighter here. We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About the Team: The NA Partner GTM team is a goal oriented, outcome driven organization that is responsible for realizing maximum value/contribution across the Workday Economy. The team culture embraces Workday's Values, fostering connectivity, accountability and advancement.

About the Role: The successful candidate will be an outcome-oriented Go-to-Market Partner Executive that exclusively manages and grows our relationship with a single, designated Global System Integrator (Accenture) across all industries and segments in North America. This is an individual contributor role with significant impact, focused on deepening our partnership and accelerating joint business growth. You will be responsible for driving pipeline, increasing partner contribution to sales targets, and ensuring our GSI partnership flourishes throughout North America.

• Dedicated GSI Relationship Management: Serve as the primary Go-to-Market lead for a single, assigned GSI across all industries and segments within North America.
• North America GTM Strategy & Execution: Develop, implement, and execute comprehensive Go-to-Market plans for North America, ensuring alignment with the GSI's capabilities, our North America sales plan, and our overall partnership strategy.
• Industry & Segment Focus: Drive GTM initiatives tailored to specific industries and market segments (e.g., Mid-Market, LE, Majors), collaborating closely with the GSI's industry and segment leads.
• Segment Strategy & Execution: Determine and execute on specific segment strategies (SMB, Mid-Enterprise, Large Enterprise, Majors) to maximize joint market penetration and revenue.
• Account Mapping & Alignment: Proactively perform account mapping activities, aligning with the GSI's sales executives and account managers, as well as our internal Account Executives (AEs) and Net New AEs to identify and pursue joint opportunities.
• Pipeline Generation: Significantly increase the volume and quality of pipeline generated through the assigned GSI across all industries and segments in North America.
• Partner Contribution: Drive an increase in the percentage of partner-influenced and partner-sourced deals against sales targets for the assigned GSI.
• Enablement & Knowledge Gap Identification: Identify critical knowledge gaps within the GSI's organization regarding our solutions and capabilities, providing precise guidance to internal enablement resources for targeted training and support.
• Cross-Functional Collaboration: Navigate and collaborate effectively across a complex internal and external ecosystem.
• Global Alignment: Maintain close alignment with GTM peers in EMEA and APAC, and with the Global GSI Managing Director who sets the overall strategic direction for the GSI partnership worldwide.

About You:

• Basic Qualifications: 5+ years professional experience working for or collaborating with GSIs; 3+ years working for, or in close collaboration with, Partnerships or Alliances with a global technology organization; 5+ years of professional experience in Business Development or Sales.
• Other Qualifications: Proven expertise in understanding the GSI landscape, including their business models, organizational structures, go-to-market motions, and inherent complexities; Demonstrated ability to navigate large, complex GSI organizations, understand internal politics, build strong relationships at all levels, and effectively influence decision-makers; Strong experience in developing and executing successful go-to-market plans with partners; Exceptional collaboration skills with the ability to work effectively across internal and external stakeholders; Ability to analyze market trends, identify opportunities, and translate strategic objectives into actionable plans; Excellent written and verbal communication skills; Proven track record of achieving and exceeding targets; Ability to travel as needed to meet with partners and internal teams.