Director, Channel Partner GTM Strategy and Operations, Adaptive Planning

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About the Team

The Workday Adaptive Planning team is a newly formed and highly strategic business unit dedicated to our cloud-based enterprise planning software. With over 7,000 customers and approximately $600 million in annual revenue, Adaptive Planning is a leader in the Office of the CFO technology landscape. Our mission is to help organizations of all sizes, from mid-market to Fortune 500, make smarter, faster decisions through continuous, collaborative, and comprehensive planning.As a new, dedicated business unit, we operate with the agility and entrepreneurial spirit of a startup, backed by the resources and stability of Workday.

About the Role

As the Director of Channel Partner GTM Strategy and Operations for Adaptive Planning, you will be a founding architect of our new growth engine in the US Medium Enterprise (ME) and SMB market. Reporting directly to the Head of Partners for Adaptive Planning, you will bridge the gap between high-level vision and operational execution. This is a senior, high-influence individual contributor role designed for an entrepreneurial leader who can design a sub-industry targeting strategy, build the operational scaffolding to support it, and drive accountability and results across a heavily matrixed organization. You will not just recommend the path forward—you will build the mechanisms that ensure we win.

Key Responsibilities

• GTM Strategy Development: Support and execute the Adaptive Planning channel partner GTM strategy, specifically identifying and segmenting sub-industries within the US ME market for maximum penetration, working closely with Workday’s Global Partner Organization.

• Growth Accountability: Drive measurable impact by owning the partner-sourced and partner-influenced revenue targets for Adaptive’s US ME market; establish the forecasting cadence, pipeline hygiene, and performance recovery plans necessary to ensure consistent over-achievement against growth quotas.

• Operational Architecture: Design and manage the end-to-end partner operational model, including lead flow, co-selling motions, and rules of engagement between Adaptive Planning and Workday Core Sales and Partner teams.

• Strategic Advisory: Act as the primary thought-partner within the Planning Business Unit, providing data-driven recommendations on resource allocation, investment, and partner selection.

• Performance Management: Establish and own the "source of truth" for reporting; define KPIs, evaluation criteria, and MBR cadences to measure partner health and PBU growth.

• Matrix Orchestration: Navigate, collaborate and influence Workday’s broader ecosystem, ensuring alignment with Core Sales, Global Partner Organizations, and Marketing to ensure alignment and eliminate friction.

• Enablement & Content: Design, influence, and deliver (as needed) high-impact enablement content and playbooks to ensure partners are equipped to sell the value of Adaptive Planning.

• Field Engagement: Represent the Adaptive Planning business in high-stakes meetings with customers and strategic partners, demonstrating executive presence and deep domain expertise.

About You

Basic Qualifications

• Experience: 8+ years of experience in Sales or Revenue Operations, Channel Strategy, Business Development, or Partner Success within the SaaS industry.

• Strategic Leadership: Proven track record of building GTM functions from the ground up, ideally within a "start-up" business unit of a large enterprise.

• Matrix Navigation: Demonstrated ability to influence senior stakeholders and lead cross-functional initiatives in a complex, matrixed corporate environment.

• Data Fluency: Expert-level ability to translate raw data into actionable insights, utilizing tools like Salesforce, Tableau, or Adaptive Planning itself to drive decision-making.

Other Qualifications

• Entrepreneurial Mindset: A "player-coach" mentality—willing to design the slide deck and the spreadsheet one hour, and present to an SVP the next.

• Domain Expertise: Deep understanding of the US Medium Enterprise (ME) segment and the nuances of indirect sales motions (VARs, SIs, and Referral partners).

• Executive Presence: Comfortable and persuasive in front of senior executives, both internally and externally.

• Industry Agnostic, Sub-Industry Specific: Ability to quickly pivot and build tailored strategies for diverse verticals.

• Revenue Accountability: A high degree of personal ownership over results; you will own when your performance is directly tied to business unit growth.

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below.  Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.CO.Denver
 

Primary Location Base Pay Range: $166,400 USD - $249,600 USD
 

Additional US Location(s) Base Pay Range: $158,100 USD - $280,800 USD

Additional Considerations:

The application deadline for this role is the same as the posting end date stated as below:
 

02/20/2026

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.

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