Director, Channel & Reseller Sales

Job Description

Director, Channel & Reseller Sales – EMEA & APJ | Workday

The Tone:
This is a full-time Flex Work role, with significant travel across the EMEA and APJ regions. Workday builds a leading AI platform for managing people, money, and agents, shaping the future of work. This role is critical for building a new, reseller-led route to market, driving growth in segments not reached by direct sales, and establishing a high-visibility growth engine for Workday’s business.

The TL;DR
• Role: Full Time
• Type: Flex Work
• Location: Hybrid – EMEA & APJ

• Team: Global Partner Organisation (GPO)
• Mission: Own the strategy, revenue targets, and organization for VAR, MSP, and partner-led growth across EMEA and APAC.
• Tech Stack: Salesforce, Partner Center, Sigma, Google, AWS

What You’ll Actually Do
• Define & Build: Set the strategy, partner segmentation, and coverage model for VAR, MSP, and channel sales, and build the team required to deliver it.
• Partner Development: Recruit, ramp, and manage VAR and MSP partners, developing their Workday practice capability, certifications, and delivery quality.
• Commercial Model: Design the commercial model for resellers, including margin, incentives, deal registration, and rules of engagement, in partnership with other Workday teams.
• Revenue & Growth: Own reseller-sourced and reseller-influenced revenue and pipeline targets, and run the QBRs, forecasting, and governance that align partners and Workday sales.
• Team Leadership: Directly manage and develop managers and channel sales executives across EMEA and APAC, leading the team through organizational build and change.

The Must-Haves
• Background: Director-level experience in technology sales, channel sales, or reseller/partner management within SaaS or enterprise software, including earlier experience as a quota-carrying seller.
• Experience: 12+ years of relevant experience, including building and leading VAR, MSP, or channel partner functions at enterprise software companies, and direct people management experience, leading managers across multiple regions.
• Skills: Expertise in designing partner segmentation, commercial models, and operating rhythms (QBRs, forecasting); proven ability to design and scale partner-led growth models; strong people leadership across diverse cultures and time zones; skilled executive communication, negotiation, and written abilities; and hands-on understanding of the AI stack and hyperscaler ecosystems.
• Bonus: Prior experience within Workday’s ecosystem (e.g., at a Workday SI, ISV, or advisory partner), with existing relationships across the HR and Finance technology community.