Principal Managing Partner - Federal Government

Workday•McLean, VA

3d•Hybrid

About The Position

The Managing Partner in our Workday Government practice, you are responsible for the overall success of an assigned group of highly valued and strategic deploying and production Federal Government customers. The role orchestrates the development and maintenance of executive relationships, takes accountability for the successful deployment of the Workday solution, positions additional value into a customer portfolio, ensures customers consume the components of their Success Plan, and encourages an effective reference motion. These outcomes are accomplished in collaboration with internal sales, consulting, and product teams. Success is measured on customer satisfaction, subscription revenue retention, & subscription revenue growth.

Requirements

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

Nice To Haves

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%

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