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Alliances Manager

San Francisco, 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

Are you in commercial or mid-market direct sales and thinking of making the transition into partner sales? We’re looking for experienced sales people, who’ve had experience leveraging partners to achieve their goals and want to build on this experience in a fully fledged partner sales role.

This person will be responsible for accelerating existing partnerships whilst developing early engagements, building pipeline, driving partner enablement, and maximizing sales opportunities with our Emerging partners.You will be a key driver in establishing Workato as the preferred Orchestration and Agentic partner within the partner community.

You'll collaborate closely with our sales and customer success teams to drive new logo and expansion revenue opportunities; and with partner marketing to build robust co-marketing strategies with our partners. This role reports to the VP, Partner GTM & Alliances for North America. 

You will also be responsible to:

  • Go-to-Market Strategy: Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.

  • Sales Enablement: Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions.

  • Partnership Development: Identify, recruit, and onboard new partners to expand the company's market reach and revenue potential.

  • Collaborate closely with the broader Workato Sales organization to expand sales output and reach through collaborative sales initiatives, co-selling efforts, and other go-to-market partner collaborations.

  • Relationship Management: Build and maintain strong, long-term relationships with key partners, acting as the primary point of contact.

  • Business Planning: Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.

  • Performance Management: Monitor and analyze partner 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.

  • Provide thought leadership with partners around Integration and Automation, helping to build world class practices within the Partner community.

Requirements

Qualifications / Experience / Technical Skills

  • Experience: Experience in partner sales, business development, or direct 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.

  • 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.

Soft Skills / Personal Characteristics

  • 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.

(REQ ID: 2264)

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