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Partner Sales Lead, Embedded

Palo Alto, California

About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

Why join us?

Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. 

But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. 

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Also, feel free to check out why:

  • Business Insider named us an “enterprise startup to bet your career on”

  • Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

  • Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

  • Quartz ranked us the #1 best company for remote workers

Responsibilities

Partners are a strategic focus for us as we move into our next stage of growth. We’re looking for a driven individual with energy, passion and initiative to drive partner awareness and channel new business for Workato. 

As a Partner Sales Lead (Embedded), you will be key to accelerating Workato’s growth in the Embed segment. Working closely with our partner development, marketing and solution consulting teams, you will support our North America Embed sales teams in driving opportunities through the use of Workato partners. You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth.

The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship-building skills, and a deep understanding of the SaaS ecosystem.

 In this role, you will also be responsible to:

  • Work with the Partner team to manage the field execution with our System Integrators 

  • Sales engagement. Align closely with Embed Account Executives to develop partner-driven portfolio and pipeline plans. Ie identify the right Workato partner for each customer and prospect

  • Field sales enablement. Enable our Embed sellers on why, when and how to engage partners. Conduct regular cadences with direct sellers to drive accountability and execution.    

  • Strategic partner engagement. Collaborate with Partner Sales Leads to establish strategic relationships with key partners that complement our Embed segment. Develop a deep understanding of each partner’s key domain expertise and operationalise that into Workato’s Embed GTM. 

  • Product knowledge. Develop a deep understanding of the Workato platform.

  • Pipeline generation. Design and execute pipeline generation activities with partners and sales teams. 

  • Performance Management: Monitor and analyze segment performance, providing regular reports and insights to internal stakeholders. 

  • Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.

  • Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

Requirements

Qualifications / Experience / Soft Skills

  • Experience: Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.

  • Proven Track Record: Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.

  • SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.

  • Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.

  • Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.

  • Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.

  • Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.

  • Travel: Willingness to travel as required to meet with partners and attend industry events.

Responsibilities

Partners are a strategic focus for us as we move into our next growth stage. We’re seeking a driven individual with energy, passion, and initiative to drive partner awareness and channel new business for Workato. 

As a Field Partner Sales Lead (Embed), you will be key to accelerating Workato’s growth in the Embed segment. You will partner with the SVP Sales, Embed segment and work closely with our partner development, marketing and solution consulting teams to support our North America Embed sales teams in driving opportunities through Workato partners. You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth. 

The Embed segment in Workato is focused on working with ISV companies to help them provide a platform for powering integrations from their product to their customers’ technology stack. The business's focus is to extend Workato’s reach beyond the hundreds of companies that license the platform to the tens of thousands of companies and millions of users that can benefit from Workato’s integration capabilities.  

The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship-building skills, and a deep understanding of the SaaS ecosystem. 

 In this role, you will also be responsible to:

  • Work with the Partner team to manage the field execution with our System Integrators 

  • Sales engagement. Align closely with Embed Account Executives to develop partner-driven portfolio and pipeline plans; identify the right Workato partner for each customer and prospect.

  • Field sales enablement. Enable our Embed sellers to understand why, when, and how to engage partners. Conduct regular cadences with direct sellers to drive accountability and execution.    

  • Strategic partner engagement. Collaborate with Partner Sales Leads to establish strategic relationships with key partners that complement our Embed segment. Develop a deep understanding of each partner’s key domain expertise and operationalize that into Workato’s Embed GTM. 

  • Product knowledge. Develop a deep understanding of the Workato platform.

  • Pipeline generation. Design and execute pipeline generation activities with partners and sales teams. 

  • Performance Management: Monitor and analyze segment performance, providing regular reports and insights to internal stakeholders. 

  • Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.

  • Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

Requirements

Qualifications / Experience / Soft Skills

  • Experience: Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.

  • Proven Track Record: Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.

  • SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.

  • Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.

  • Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.

  • Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.

  • Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.

  • Travel: Willingness to travel as required to meet with partners and attend industry events.

For California applicants, on-target earnings (OTE) is $220,000 (base + variable), plus equity and other perks and benefits.

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