Ecosystem Specialist, Indonesia

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Ecosystem Specialist, Indonesia

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Workday .

Overview Workday is a leading provider of enterprise cloud applications for finance and human resources. We help organizations adapt and thrive in a changing world. The Global Partner Organization supports growth by maintaining integrity and innovation, ensuring Workmates can deliver excellence.

Role Summary Workday is seeking a highly motivated and results‑oriented Ecosystem Specialist to drive execution across a defined portfolio of partners within Indonesia. This individual‑contributor role is critical for scaling Workday’s business by managing day‑to‑day partner relationships, executing joint go‑to‑market strategies, and ensuring our partners meet their pipeline and revenue contribution targets.

Key Objectives

Meet sourcing & influencing targets

Increase presentation rates and influence within the partner ecosystem

Design and execute channel (VAR/Resell) strategies for Indonesia

Drive GTM execution from pipeline to close, and ensure partner and customer satisfaction

Align partner stakeholders with Workday Sales, building transparency and joint agreement on plans and targets

Key Responsibilities Channel Execution & Sales Alignment

Pipeline Generation & Influence: work closely with partners and the Workday sales team to execute joint prospecting, opportunity identification, and pipeline development activities to meet specific sourced and influenced ACV targets.

Deal Management: drive the execution of the GTM with partners in the field, actively managing partner‑related deals from pipeline to closure.

Sales Enablement: ensure partner sales teams are fully enabled on Workday’s latest offerings and GTM strategies, increasing presentation rates and solution influence within joint accounts.

Relationship Management: serve as the primary point of contact for a portfolio of partners, building strong, transparent, and aligned working relationships with their sales and functional leaders.

Partner GTM & Operational Rigor

GTM Plan Execution: own day‑to‑day execution of joint GTM and acceleration plans across key industries and verticals with assigned partners.

Certifications & Alignment: work with Workday enablement and solution architects to drive partner technical alignment, ensuring partners achieve and maintain required certifications and badges.

Operational Excellence: track and report on partner performance metrics, including pipeline development, partner‑sourced revenue, and consumption growth, ensuring governance and reporting rigor.

Escalation Point: act as first line of escalation for day‑to‑day sales and operational issues between Workday field teams and the assigned partners.

Ecosystem Integration

Market Expansion: support execution of channel strategies to expand Workday’s reach into new markets and customer segments within Indonesia.

Cross‑Functional Collaboration: connect partner stakeholders with the appropriate Workday Sales, Marketing, and Professional Services teams to build deep alignment and joint agreement on plans for individual prospects and industries.

About You Required Skills & Qualifications

Minimum 5‑7 years of relevant experience in technology sales, channel sales, or alliance management, ideally within the SaaS or enterprise software industry.

Proven working knowledge of the Indonesian market landscape and regional partner dynamics. Fluent in Bahasa Indonesia and English.

Demonstrated success in managing partner relationships and executing joint sales/GTM plans to achieve measurable revenue and pipeline goals.

Strong understanding of the enterprise sales cycle and the role of channel partners in driving both sourcing and influencing revenue.

Exceptional written and verbal communication, presentation, and negotiation skills.

Highly results‑driven, self‑starter with a proven ability to operate independently and drive operational rigor.

Our Approach to Flexible Work With Flex Work, we combine the best of both worlds: in‑person time and remote. We do not set a hard number of required days in office each week; instead, we ask that you spend at least half (50%) of your time each quarter in the office or in the field with customers, prospects, and partners, depending on your role. Those in remote “home office” roles can also come together in offices for important moments.

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