Full-Time

Partner Sales Lead

Enterprise

Posted on 8/22/2024

Workato

Workato

1,001-5,000 employees

Cloud-based automation and integration platform

Enterprise Software
AI & Machine Learning

Compensation Overview

$250kAnnually

+ Equity + Other perks and benefits

Senior

Boston, MA, USA

Position is for Massachusetts residents.

Category
Field Sales
Strategic Account Management
Sales & Account Management
Requirements
  • Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.
  • Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.
  • Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.
  • Strong negotiation, presentation, and closing skills with a consultative sales approach.
  • Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.
  • Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
  • Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.
  • Willingness to travel as required to meet with partners and attend industry events.
Responsibilities
  • Work with the Partner teams to manage the field execution with Global Systems Integrator
  • Sales engagement. Align closely with Enterprise 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 Enterprise 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 operate in the Enterprise segment. Develop a deep understanding of each partner’s key domain expertise and operationalise that into Workato’s Enterprise 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.

Workato provides a cloud-based platform for automating and integrating business processes using artificial intelligence. The platform helps organizations improve efficiency by unifying integration and automation, which reduces the complexity of using multiple tools and helps manage data more effectively. Key features include automated ticket escalation, threat detection, compliance management, and support for remote work. Workato operates on a subscription model, allowing clients to access its services for a recurring fee, which supports the company's growth and scalability. A standout feature, AI@Work, enables users to create their own integrations and automations, making technology more accessible and facilitating business transformation. The platform is designed to adapt to changing business needs while lowering operational costs and speeding up the implementation of solutions.

Company Stage

Series E

Total Funding

$403.7M

Headquarters

Mountain View, California

Founded

2013

Growth & Insights
Headcount

6 month growth

7%

1 year growth

18%

2 year growth

13%
Simplify Jobs

Simplify's Take

What believers are saying

  • Growing demand for AI-driven automation in healthcare boosts Workato's market potential.
  • Low-code/no-code trend aligns with Workato's user-friendly AI@Work feature.
  • Hybrid work models increase demand for Workato's remote work automation tools.

What critics are saying

  • Emerging AI-driven platforms threaten Workato's market share.
  • Rapid AI advancements may render Workato's offerings obsolete.
  • Stricter data protection laws could impact Workato's operations and customer trust.

What makes Workato unique

  • Workato's AI@Work feature democratizes technology for non-technical users.
  • Virtual Private Workato offers unmatched security for highly regulated industries.
  • Unified API Platform enhances speed and efficiency in API management.

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Benefits

Flexible working arrangements

EAP

Health insurance

Stock options

Professional development

PTO

Company events & recreation time

INACTIVE