Channel Account Executive - Services & Tech & Media - Remote Eligible
Workday
Channel Account Executive (CAE)
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
Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Enterprise Sales team at Workday helps the company to continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best self, and get better by pushing and developing themselves and the Workmates around them.
About the Role
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.
Key Responsibilities
1. Partner Strategy and Business Planning (The Strategic View)
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).
2. Opportunity Management and Execution (The Sales Driver)
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.
3. Relationship Management and Advocacy (The Trusted Advisor)
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.
About You
Basic Qualifications
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.
Additional Qualifications
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.
Our Offer
Competitive remuneration, restricted stock units & an ESPP
Health insurance for employees and their families, pension plan & more
Flexible working hours and work from home option
A powerful product, named as a leader by Gartner for Cloud HCM Suites, Cloud Core Financial Management Suites and Cloud Financial Planning and Analysis
Structured employee onboarding & Workday sales academy to ensure a quick and successful ramp up
Team events, employee assistance program, perks/discounts offerings, free fresh fruit & snacks in our office locations and more
Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.
Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.
Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!