Channel Account Executive - Germany

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.

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 within the SMB segment Germany.
• This role functions as the primary link between Workday and the partner ecosystem, requiring a blend of strong sales and demand generation approach, strategic relationship management, and deep market knowledge.
• ## Your Key Responsibilities:
• ## Opportunity Management and Execution (The Sales Driver)
• Opportunity Creation and Management: Identify and sell to customers through our partners, working to register, qualify, and sell complex enterprise opportunities through the entire sales cycle.
• Enablement and Training: Collaborate with VAR resources to deliver comprehensive sales, product, and technical training to customers, ensuring they are fully equipped to position and sell Workday.
• Forecasting and Pipeline: Maintain a consistent and accurate sales forecast for all VAR business in your region and industry focus.
• Market Insights: Identify and analyse growth industries and relevant trends in the target market, pin-point hidden champions in the SMB sector with a strong growth potential and fit to our product offerings.
• ## Relationship Management and Advocacy (The Trusted Advisor)
• Nurture Executive Relationships: Build and maintain strong, trusted relationships with executive leadership, sales management, and key stakeholders within the partner organizations.
• Solution Orientation: Proactively manage potential channel challenges by establishing clear rules of engagement and facilitating resolution between partners and the direct sales organization to create 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.
• ## Partner Strategy and Business Planning in Close Collaboration with the Partner Sales Team (The Strategic View)
• 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.
• Develop and Implement Joint Business Plans: Create, maintain, and follow through with annual and quarterly business plans (QBPs) with top-tier partners, including defined revenue targets, marketing activities, training schedules, and pipeline generation goals.
• Performance Management: Lead the overall performance of the assigned partner portfolio, regularly supervising and reporting on partner sales activity, pipeline health, and key performance indicators.

• 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 Excellence: Verifiable track record of meeting or exceeding multi-million dollar annual sales or channel revenue quotas.
• Higher education or equivalent experience in Business, Marketing, or a related field; a technical degree practical experience is a plus.
• Tool Proficiency: Expertise in using CRM software (e.g., Salesforce, Dynamics) for pipeline management, forecasting, and reporting
• Communication: Excellent verbal and written language skills in German and English
• Additional Qualifications:
• Strong executive presence and presentation skills; comfortable engaging with C-level audiences.
• Curiosity and high interest in AI solutions so
• Deep understanding of different partner business models (VAR, SI, MSP, OEM, Distributor) and how to drive profitability for each.
• Proven track record in working 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.