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 looking for an exceptional Partner Manager to join our Japan channel team. In this role, you will be involved in managing existing partners in the territory as well as recruiting new partners that support the Japan channel strategy.

You will also be responsible to:

• Create, own and execute a Channel Plan that will drive a “co-market, co-sell and co-delivery” motion, ensuring that we are consistently growing our mindshare and visibility in the territory with new logos and upsell opportunities.

• Manage our most important partnership relationships in the territory in, both existing and new partners, own executive-level relationships whilst executing strategically important partnership initiatives, aligned with the territory strategy.

• Recruit new partnerships that provide incremental opportunity to Workato in the territory and coordinate due diligence processes with those prospective partners and project-manage internal stakeholders through commercial, product and systems assessment.

• Understand the competitive landscape to ensure that Workato remains a ‘partner-of-choice’ and proactively present recommendations of how to stimulate business growth to executive management.

• Position yourself as an industry expert and establish relationships with potential partners and key decision-makers in the industry, attend industry events and present the benefits of the Workaro platform where required.

• You will serve as a regional expert while keeping in mind our global footprint.

• Strong familiarity with leading CRM and PRM tools and the discipline to keep these systems accurate and up to date with key business information.

Requirements

Qualifications / Experience / Technical Skills

• Proven 3-7 years experience in sales / indirect / channel partnerships, or equivalent direct Sales experience.

• You have a minimum of 2-3 years of experience in a partnership role.

• A strong understanding of the iPaaS and Automation industry is desirable or enterprise software platforms.

• You are an exceptional communicator – being able to connect with people at all levels, both internally and with external stakeholders, and communicate project expectations effectively is critical.

• You thrive under pressure, have high levels of productivity and work well with constant change and the ambiguity of a high growth business environment supported by an established HQ.

• You have strong negotiation skills – to navigate complex commercial discussions to ensure the best outcome for Workato.

• You have a strong network - of partners, experts and executives you have worked with over the years in a primarily partnerships role.

職務内容

当社では、日本のチャネルチームに加わる優秀なパートナーセールスマネージャーを募集しています。
このポジションでは、日本市場における既存パートナーの管理に加え、日本チャネル戦略を支援する新規パートナーの開拓にも携わっていただきます。

主な業務内容

• 「共同マーケティング」「共同販売」「共同提供（Co-Delivery）」を推進するチャネルプランを策定・実行し、新規顧客獲得やアップセル機会を通じて、当社の認知度および市場での存在感を継続的に向上させる。

• 既存および新規の主要パートナーとの関係を管理し、経営層レベルのリレーションを構築・維持しながら、地域戦略に沿った重要なパートナーシップ施策を推進する。

• 当社に新たなビジネス機会をもたらす新規パートナーを開拓し、候補パートナーとのデューデリジェンスを調整。商業面・製品面・システム面の評価において、社内関係者をプロジェクトマネジメントする。

• 競合状況を把握し、Workatoが「パートナーに選ばれる企業」であり続けるよう努めるとともに、経営層へ事業成長を促進するための提案を積極的に行う。

• 業界の専門家としてポジションを確立し、潜在的パートナーや業界の意思決定者と関係を構築。必要に応じて業界イベントに参加し、Workatoプラットフォームの利点を紹介する。

• グローバル展開を念頭に置きながら、地域のエキスパートとして活動する。

• 主要なCRMおよびPRMツールに精通し、重要なビジネス情報を正確かつ最新の状態に保つ運用能力を持つ。

応募資格

• セールス、間接販売、チャネルパートナーシップ、または同等の直接営業経験が3〜7年ある方。

• パートナーシップ関連の職務経験が最低2〜3年ある方。

• iPaaS（Integration Platform as a Service）、オートメーション業界、またはエンタープライズ向けソフトウェアプラットフォームに関する強い理解があれば尚可。

• 社内外のあらゆるレベルの人と円滑に関係構築できる優れたコミュニケーション能力を持ち、プロジェクトの期待値を効果的に伝達できる方。

• プレッシャーの中でも高い生産性を発揮し、変化や曖昧さの多い急成長環境（本社のサポートあり）に適応できる方。

• 高い交渉スキルを有し、複雑な商業的議論をまとめ、Workatoにとって最良の結果を導ける方。

• 長年のパートナーシップ業務を通じて築いた、パートナー、専門家、経営層などの強固なネットワークを持つ方。

(REQ ID: 2009)