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Senior Business Value Consultant

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

We are seeking a highly experienced Senior Business Value Consultant with deep expertise in the Integration Platform as a Service (iPaaS) and SaaS ecosystems. The ideal candidate will have a strong background in working with leading SaaS providers such as Salesforce, SAP, Oracle, or similar platforms, and will be adept at driving customer success through the articulation and demonstration of business value in transformation projects. This role is ideal for a professional who can bridge the gap between technology solutions and business outcomes, helping clients understand the ROI and long-term value of their integration and automation investments.

In this role, you will also be responsible to:

  • Customer Engagement & Value Discovery: Partner with sales, solution architects, and customer success teams to understand client pain points, business objectives, and strategic goals. Lead value discovery workshops to uncover key business drivers and identify areas where iPaaS solutions can deliver measurable value.

  • Business Case Development: Develop comprehensive business cases, ROI models, and financial justification for clients, leveraging data and industry benchmarks to demonstrate the value of integration and automation. Ensure that business value metrics align with clients’ KPIs, both at the departmental and enterprise levels.

  • Thought Leadership & Expertise: Leverage deep understanding of the iPaaS ecosystem to provide strategic guidance on integration, data flows, and automation. Help clients navigate digital transformation and modernization initiatives.

  • Customer Enablement & Advocacy: Equip clients with the knowledge and confidence to adopt and scale iPaaS solutions, serving as both an advisor and a business advocate. Help clients identify opportunities for innovation and expansion through advanced capabilities of the platforms.

  • Cross-functional Collaboration: Collaborate with various internal teams, including product management, marketing, and customer success, to ensure alignment and effective communication of business value across the entire customer lifecycle.

Requirements

Qualifications / Experience / Technical Skills

  • Experience: 5+ years of experience in business consulting, solution engineering, or customer success, specifically in the iPaaS or SaaS space. Prior experience with leading iPaaS solutions or cloud integration platforms is highly preferred.

  • Domain Expertise: Strong understanding of the integration landscape, including data integration, cloud applications, API management, automation, and SaaS ecosystems. Knowledge of enterprise architecture, integration patterns, and data flow strategies is essential.

  • Business Acumen: Proven ability to understand business processes, assess client needs, and demonstrate the financial and operational value of integration and automation solutions. Experience in ROI modeling and business case development is a must.

  • Consultative Approach: Demonstrated experience in a consultative sales or solution engineering environment, driving business value through complex SaaS or iPaaS solutions.

  • Education: A Bachelor’s degree in Business, Computer Science, Engineering, or a related field. Advanced degrees or certifications in integration technologies (e.g., Workato, Mulesoft, Boomi) are a plus.

Soft Skills / Personal Characteristics

  • Client-facing Skills: Exceptional communication and presentation skills, with the ability to engage executive stakeholders, technical teams, and business leaders in high-stakes discussions.

  • Problem Solving & Analytical Thinking: Strong analytical skills with the ability to quickly identify challenges and propose creative, business-driven solutions. Ability to build strong, trust-based relationships with clients by addressing their unique business needs.

Preferred Skills

  • Expertise in leading or contributing to large-scale transformation initiatives.

  • Experience with advanced data analytics, AI/ML, or other next-gen technologies integrated with iPaaS solutions.

  • Strong understanding of enterprise IT architecture and cloud infrastructure.

For California applicants, the pay for this role begins at $150,000 plus variable, benefits, perks and equity.

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