Director, Channel & Reseller Sales – EMEA & APJ

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

Our Global Partner Organisation (GPO) is building something new at Workday: a reseller-led route to market that reaches customers and segments our direct sales motion cannot reach alone. We design how Value Added Resellers (VARs), Managed Service Providers (MSPs), and other partners sell and deliver Workday, and we work closely with regional sales leadership to make that motion successful. It is a high-visibility role where you will help shape a new growth engine for Workday's EMEA and Asia Pacific business, with the room to build the strategy, the team, and the operating model from the ground up.

About the Role

As Director, Channel & Reseller Sales, you will own the strategy, revenue targets, and organisation for VAR, MSP, and partner-led growth across EMEA and APAC. You will take a new and emerging motion and turn it into a repeatable, scalable route to market. This role requires regular travel across EMEA and APJ to work directly with partners and regional sales teams.

In this role, you will:

• Define and build the reselling function: set the strategy, partner segmentation, and coverage model for VAR, MSP, and channel sales, and build the team to deliver it.
• Recruit, ramp, and manage VAR and MSP partners, building their Workday practice capability, certifications, and delivery quality.
• Design the commercial model for resellers, including margin, incentives, deal registration, and rules of engagement, in partnership with Partner Operations, Programs, and Finance.
• Pilot and scale partner-led growth models where partners source, lead, or co-sell business, with clear commercial terms and measurable revenue outcomes.
• Own reseller-sourced and reseller-influenced revenue and pipeline targets, and run the QBRs, forecasting, and governance that keep partners and Workday sales aligned.
• Lead organisational build and change: design the team structure, coverage, and ways of working for the function, and guide your team through the transition.
• Directly manage and develop managers and channel sales executives across EMEA and APAC.
• Stay close to the AI landscape, so you can identify which resellers and MSPs are best placed to sell and deliver AI-led outcomes.

About You

Basic Qualifications

• 12+ years of experience in technology sales, channel sales, or reseller/partner management within SaaS or enterprise software, including earlier experience as a quota-carrying seller.
• Experience building and leading VAR, MSP, or channel partner functions at enterprise software companies of a similar scale and complexity to Workday.
• Direct people management experience, including leading managers across multiple regions.

Other Qualifications

• Channel & Partner Management : experience designing partner segmentation, commercial models, and operating rhythms, such as QBRs and forecasting, that keep VAR and MSP partners accountable for pipeline and delivery.
• Partner-Led Growth & Strategic Selling : experience designing and scaling partner-led growth models, including partner-sourced, co-sell, and partner-led motions, with measurable revenue outcomes.
• People Leadership : experience leading managers and teams across cultures, time zones, and markets, with a history of coaching others and developing high-performing teams.
• Executive Communication : skilled at distilling complex topics into clear, structured recommendations for executives and partner leadership, with excellent written, verbal, and negotiation skills.
• AI & Technology Acumen : hands-on understanding of the AI stack and hyperscaler ecosystems, particularly Google and AWS, and how they shape reseller and MSP partnerships.
• Data & Tools : comfortable using CRM and partner tools, such as Salesforce and Partner Center, to track pipeline, sourced and influenced revenue, and partner performance; familiarity with Sigma is a plus.

Prior experience within Workday's ecosystem (eg at a Workday SI, ISV, or advisory partner), with existing relationships across the HR and Finance technology community, is an advantage.

Our Approach to Flexible Work

With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law.

Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law.

If you require a reasonable accommodation, you may email accommodations@workday.com , as far in advance as possible.

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