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Partner Sales Manager

Palo Alto, California

About Workato

Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.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 enter the next stage of growth. We're looking for a driven, high-energy individual with initiative and a willingness to learn who can help drive partner awareness and channel new business for Workato.

As a Partner Sales Associate, you will play an important role in accelerating Workato's growth in the Commercial segment. Working closely with our Partner Sales Director, Alliance Management, Partner Marketing, and Solution Consulting Teams, you will support our North America Commercial sales teams in driving opportunities by leveraging Workato partners. You'll develop a strategic sales mindset and learn to execute effective channel strategies for revenue growth.

The ideal candidate is eager to start & build a career in partner sales, has strong communication skills, is highly organized, and brings a natural curiosity about the SaaS/AI ecosystem and how partnerships drive business outcomes.

In this role, you will also be responsible for:

  • Field execution support. Work with Partner alliance teams and your Director to coordinate field execution with strategic partners across the Commercial segment.

  • Sales engagement. Build relationships with Commercial Account Executives to identify opportunities for partner involvement. Help match the right Workato partner to each customer and prospect.

  • Field sales enablement. Support enablement efforts by helping Commercial sellers understand why, when, and how to engage partners. Assist in running regular cadences with direct sellers to drive accountability and execution.

  • Partner engagement. Collaborate with Alliance Managers and your Director to develop an understanding of key partners' domain expertise and apply that knowledge to Commercial GTM activities.

  • Product knowledge. Develop a working understanding of the Workato platform and how partners leverage it in customer engagements.

  • Pipeline generation. Support the design and execution of pipeline generation activities with partners and sales teams, including account mapping, partner meetups, and co-selling motions.

  • Performance tracking. Help monitor and analyze segment performance, contributing to regular reports and insights for internal stakeholders.

  • Market awareness. Stay informed about industry trends, competitive landscape, and emerging opportunities relevant to partner sales.

  • Cross-functional collaboration. Work with internal teams, including Product, Marketing, and Customer Success, to ensure alignment and support for partner initiatives.

Requirements

Qualifications / Experience / Technical Skills

  • Experience: 2–3 years of experience in partner sales, channel sales, business development, sales, customer success, or a related role within the SaaS/AI or technology industry.

  • Track Record: Demonstrated ability to build relationships and contribute to revenue-generating activities, even if in a supporting capacity.

  • SaaS Knowledge: Familiarity with the SaaS business model and an interest in understanding market dynamics and customer needs.

  • Sales Skills: Developing negotiation, presentation, and communication skills with a consultative and customer-first approach.

  • Education: Bachelor's degree in Business, Marketing, or a related field.

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

Soft Skills / Personal Characteristics

  • Relationship Building: Strong interpersonal and communication skills, with a natural ability to build rapport and trust with both internal and external stakeholders.

  • Organization: Highly organized and detail-oriented, with the ability to manage multiple priorities and maintain accurate tracking across accounts and opportunities.

  • Analytical Abilities: Developing analytical and problem-solving skills, with an interest in using data to inform decisions.

  • Coachability: Willingness to learn, take feedback, and grow within a fast-paced partner sales environment.

The pay for this role may range from $130,000 to $180,000, plus variable pay, benefits, perks, and equity.

(REQ ID: 2741)

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